Like all Team Build Programs, we take a practical approach, balanced with theory and best practice. This is an true experiential program, where we ask participants to bring their challenges and opportunities for live breakthrough's.
KAM focuses on planning for and managing relationships within strategic accounts. Using Team Build’s „Gold Account Planner” we teach organizations how to build actionable account management plans that ensure success for both sellers and their customers.
We cover four key stages of account management: account planning, data gathering, strategy sessions and execution. By adhering to this proven process, KAM enables sales organizations to positively impact everything from customer perception to cross-team collaboration.
80% of your sales will come from around 20% of your customers. The Pareto principle is well known and it is one that applies to most businesses. It is usually the top 20% of customers - those with the potential to generate the greatest Return on Investment (ROI) – for which a business will typically define as its Key Accounts.
Consequently, organizations wishing to enjoy success will pay particular attention to nurturing, growing and retaining these valuable accounts. A skilled Key Account Manager plays one of the most important roles in protecting a business’s prosperity. Their ability to understand the implications of the account landscape and consistently identify solutions that work and add value is a critical component of your Key Account Management strategy.
- Account planning: define the planning process required for your most important key accounts
- Analyze all aspects of your accounts decision process, factors and key players
- Develop strategies for penetrating, winning and developing your key accounts
- Execute Plan
- Influence different personality types of decision makers within your customer organizations, using our unique stakeholder map.
- Utilize our Team Build Gold Account Planner (GAP) as a template for all your key accounts
Topics:
- 1. Understand the nature of business relationships in Key Accounts
- 2. Develop techniques and strategies for developing effective and profitable business relationships with your Key Accounts
- 3. Understand the decision making process and the influences upon it
- 4. Develop a proactive approach to growing and protecting your account
- 5. Developing a range of tools to enable them to put together a robust account plan (Team Build Account Planner)
At the end of this training you will be able to:
Duration: 2 day program