Key account management training
Our key account management training is ideal for those new to looking after key accounts. It is also a great refresher for those more experienced in the role.
From the training you will learn a great approach to looking at your key accounts. It will train you on how to assess your account's vulnerability. You will also learn what steps you could take to make your accounts more secure. Looking at your actual live account, you will learn how to assess them for opportunities. In conclusion you will be able to apply these ideas to any account in the future.
Which roles are right for our key account management training?
This training is best for those sales people who have their focus on one or a small number of key accounts. We would expect you to spend most of your time with just a few clients. Therefore the pre course work is essential to get the most from this training.
The training suits those roles which have more of the 'farmer' than 'hunter' responsibilities. That is, where you need to develop long term relationships.
Key account managers.
National account managers.
National sales managers.
Ideas reviewed in this training
We cover a number of ideas in this training which have been developed as our own ISP, unique to Target Sales Training and other ITD Ltd brands. These ideas include the following.
Our Personality Model helps you to build better relations with key contacts, especially those with more challenging personalities.
The Target Account Development Plan is a simple and effective tool to better plan your activity with your key accounts.
Key account management training overview
The course involves each participant working on one of their key accounts. Part of this includes a pre-course task of analysing the account. This is done with a SWOT analysis which we review in the training. The other part of the pre-course work is to make sure you have all the necessary data relevant for that account, to access during the training.