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. We provide 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, because that makes our training more practical.
Target Account Development Plans
We have developed our Target account development plans over the past 20 years, so that it is practical and works. It is a great tool to help sales people take a fresh look at their accounts because it covers all the detail. And remember in the training you’re looking at your own accounts, rather than just working on theory. Real work done in the classroom.
The Plan asks you questions about what you know, what you don’t know and what you are assuming about your accounts. Consequently it challenges your assumptions and knowledge. Sales people always find this a challenging and interesting part of the training. It’s a great use of time and leads to practical actions to implement.
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 to plan how they can 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.
Roles we’ve trained on account management:
- Account Managers.
- National Account Managers.
- Key Account Managers.
- Sales People with Regular Accounts.
- Telephone Account Managers.
- Account Executives.
What challenges do we 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:
- "I don't know how to develop business from this account."
- “I’m not sure what else I can do with my accounts.”
- “It's hard to go in with the same enthusiasm as when I first approached them.”
- “I need a plan to develop the business, but I need help in how to do that.”
- "The competition are trying to get into this account and I'm not sure what I can do."
Account management training overview
Pre-course tasks
- Participants receive the course overview and pre-course task.
- Participants decide which of their accounts they would like to work on in the training.
Agenda
- Introduction & objectives.
- Participant challenges with account management.
- Target common pitfalls in account management.
- Target coaching checklist for account management.
- Assessment of development opportunities using Target coaching checklist.
- Assessing the account portfolio.
- Target Account Development Plan.
- Applying the Target Account Development Plan to your accounts.
- Deciding on the best opportunities for growth.
- Target Personality Framework
- Personalities in your account.
- New approaches to different personalities.
- Practice conversations.
- Key elements of an account strategy and plan.
- Drafting your account strategy and plan.
- Details of the plan
- Target action planning
Post course actions
- Participants receive action reminders.
- Post course conference call.
- Post course coaching available.
What do participant's get out of it?
- Clear framework for how to assess accounts and their possibility for growth.
- Ideas on how to manage their accounts.
- Models and ideas on how to develop an account.
- How to approach different personalities in an account.
- A development plan for at least one of their accounts.
Developing relations with key contacts
Building relationships with key contacts is vital in business and in account management training. 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?
First of all our approach is totally client focused. We start with what you would like to achieve and your budget, so that you get the best possible solution. We explore your team and challenges with you, most of all to understand the behaviour changes you want to see. 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.
Call us via the ITD switchboard on +44(0)800 804 8086 to discuss you needs for account management training
Or make an enquiry for Target Account Management Training
Looking for other soft skills training?
If you’re looking for other soft skills training go to www.itd.com where you will find lots of options, especially relevant if you like our account management training.
Page last updated May 2019
