Key Account Management for Managers
Workshop Description
Key account management, when done well, requires that sales professionals excel at certain selling skills and competencies. Notably, they must be more strategic and skilled at selling to multiple decision-makers and influencers. The dual purpose of this workshop is to 1) Teach sales managers an accelerated version of our "Key Account Management" workshop so that you can coach your salespeople on those skills; 2) Learn and address the challenges that Sales Leaders face when implementing a key account management initiative.
This interactive 2-hour workshop highlights practical concepts and guidelines, including an opportunity to brainstorm with other sales managers on best practices for key account management.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All sales managers and higher-level sales executives will benefit from this workshop.
Workshop Topics and Objectives
1. Sales Strategies for Key Accounts: The workshop begins with some teaching about a general process for creating an account plan and strategy. You will then learn three distinct sales strategies that are used most often with key accounts.
2. Growing Business with Key Accounts: There usually are one or more growth opportunities at key accounts. We will discuss the most essential selling skills needed to grow business with key accounts.
3. Expanding Relationships at Key Accounts: The best sales professionals have multiple points of contact at each account. For this reason, another critical concept is to learn how to increase the number of customer contacts with whom you have a good relationship.
4. Improving Retention and Loyalty with Key Accounts: You will learn five ways to increase customer loyalty and retention at key accounts. A small group brainstorm activity will be used to create a post-workshop reinforcement document.
5. Sales Management Challenges: We will highlight challenges that sales leaders often face when initiating and implementing a key account management program. Discussion and small group activities will be used to develop solutions to specific challenges that you expect to encounter with your key account management.