Course description
The world changes and the sales environment is rapidly changing too. We need to identify, develop and deliver new methods so we are ready to face sales characterised by complexity, long cycles and high demand.
Key Account Management, is actually an approach to develop long term relationship with strategically important customers to optimize value and achieve mutually beneficial goals. These customers account for a significant volume of business and profit and hence require attention, effort, time and resources to grow and retain.
Through the Key Account Management Best Practicetraining course you will have a better understanding of the latest thinking in key account and customer relationship strategy and customer segmentation for companies and individuals who would like to make a difference in this competitive and fast-changing world.
Upcoming start dates
Upcoming start dates
Suitability - Who should attend?
Key Account Management Best Practice, is ideal for :
- New Business Development Professionals
- Key Account Managers, Global Account Managers, Strategic Account Managers, and Major Account Managers
- All those on the Key Account Support Team
- Senior Sales Staff and Account Managers with an interest in Key Account Management
- Sales Managers and Directors intending to implement a key account management strategy within their organisation
- Marketing Directors and Marketing Managers
- Sales Directors and Sales Managers
- Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff
Outcome / Qualification etc.
At the end of theKey Account Management Best Practicetraining course, you will learn to:
- Gain State of art knowledge and tools for creating an effective key account management process.
- Gain Strategic understanding on how to focus your time and attention appropriately in the development of key accounts.
- Gain Improved collaboration skills with key customers.
- Implement the total process of key account management
- Classify all customers according to a proven, qualitative approach and develop strategies and tactics appropriate to all
- Focus resources, time and attention effectively in the development of key accounts
- Demonstrate ability and confidence in managing key accounts
- Demonstrate how to develop an Account pipeline for future growth
- Communicate more effectively with key customers
- Develop long-term mutually beneficial relationships
Training Course Content
Day 1
Key account Strategy and Customer Understanding
- World Class Key Account Management (KAM)
- The Relationship Development Model (RDM)
- Managing the Key Account Portfolio
- Understanding the customer’s world
KAM Strategies, Mapping and Value Propositions
- Developing KAM strategies
- Relationship Mapping
- Breakthrough value propositions
Day 2
Selecting Key Accounts
- They are not allKey Accounts
- What do we do about all the others?
- How many Key Accounts should we have?
- It is not about who is the Key Account, it is about do they believe you are a Key Supplier?
- Classifying our Accounts Process
- Classifying our Accounts Exercise
Day 3
Understanding our Key Accounts, How they work and what theyreallywant
- Account Segmentation
- Understanding the Customer’s Decision-making Process
- Understand What Drives the Customer
- How to Build Compelling Value Propositions for Each Type
- Understanding the Customer’s Internal Politics and How to Harness Them
- Understanding the Macro-environment and How It Affects Each Customer
- How to Be Persuasive
- How to Develop Compelling Customer Propositions
Day 4
Leading a Key Account Management (KAM) Team and Leading Ourselves
- The Competencies and Characteristics of Great Key Account Managers
- The Skills Required to Manage Key and Global Accounts
- Recruiting Great Key Account Managers
- Personality Types of Great Key Account Managers
- Coaching and Mentoring Key Account Managers
- Communication and Persuasion Skills for Key Accounts
- Consultative Selling Skills
Day 5
KAM Teams, The Customer’s View and Negotiation
- KAM Plan Surgery and feedbacks
- The Key Account Manager and Effective KAM teams
- Effective KAM Teams exercise
- The Buyer’s Perspective
- Negotiating with Key Accounts
Implementing Your Key Account Management (KAM) Strategy
- Building Trust
- Using Social Media in Each Segment
- Resourcing for Key Account Management (KAM)
- Account Objective Setting
- Putting Your Key Account Management (KAM) Plan Together
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London Premier Centre
London Premier Centre is a UK leading training provider based in London and specialises in international short courses. Our inspiring, comprehensive portfolio of more than 400 professional development courses and seminars covers a wide range of professions from Administration, Leadership,...