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Key Account Management
Workshop Description
Key account management, when done well, requires that you excel at certain selling skills and competencies. Notably, you must be more strategic and skilled at selling to multiple decision-makers and influencers. The primary purpose of this workshop is to improve your ability to grow and protect business with key accounts.
This interactive 2-hour workshop highlights practical concepts and guidelines, including an opportunity to begin writing an account plan and strategy for one of your key accounts.
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 professionals who manage key accounts, regardless of their experience level, will benefit from this workshop. It also works well to send other sales professionals who will be promoted soon to managing key accounts.
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. Each person will have an opportunity to start creating an account plan and strategy for one of their 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. You will brainstorm with other participants how to apply these concepts to one of your 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 your key accounts. A small group brainstorm activity will be used to create a post-workshop reinforcement document.