Target Account Management Training
Having worked in sales and sales management roles our Account Management Training is developed from a practical base and is focused on getting you better results.
One of our participants said; "I wish I'd done this training 20 years ago."
The Target approach is to give your sales people a framework for account management and lots of tips and ideas to avoid complacency, and ensure the approach is fresh and challenging. The workshop involves your sales people bringing their accounts into the session for review. During the session their portfolio, and the specific accounts they choose are analysed in detail. In other words they train whilst they are doing work.
Target Account Development Plans
We have developed the Target account development plans over the past 2o years. It is a great tool to help sales people take a fresh look at their accounts. And remember in the training your looking at your accounts. Real work done in the classroom.
It asks you questions about what you know, what you don't know and what you are assuming about your accounts. Sales people always find this a challenging and interesting part of the training.
Who is our Account Management training right for?
Account management training is suitable for a variety of roles. This training is essential to ensure your sales people are getting the most from their accounts. It also helps them plan protect clients from your competition. Our account management training will give them the tools to do the job and in doing so will refresh their approach.
Work whilst you train. The training works on how to take existing accounts and either develop business from them, or protect them from competition. Account management is a part service, part sales role. With long term clients we are inevitably going to be involved in service issues. One of the challenges for the sales person is to make sure they give outstanding service, sorting out any issues, whilst maximising the sales opportunity.
What challenges does it help with?
Our account management training gives your team a refresher to their approach. It is easy when managing an account to be complacent and make assumptions. It is also typical not put as much effort in as we would with a new account. This training gives your team a framework for success, because it deals with the reality of managing accounts. Here's some typical challenges from previous participants.
Account management training overview
Post course actions
What do participant's get out of it?
Developing relations with key contacts
Building relationships with key contacts is vital in account management. We us our Personality Model which easy to understand and simple to apply, which means you can use it straight away with your contacts.
How do we tailor the training to suit you?
Our approach to is totally client focused. We start with what you would like to achieve and your budget. Then we work with you to explore the maximum value we can get for your investment, so that you get what you want at the price you need.