Many businesses realized the importance of retaining existing customers and getting repeated business from the existing customers but most of them are struggling to build customer loyalty. This workshop provides step-by-step guidance to salespeople on how to ask questions to understand the client’s business, how to analyze the data & think strategically to create a key account action plan to influence the key customers, and building the business partnering relationship. The main objective of the 2-day workshop is to help the salespeople with better thinking and strategizing ability. In the end, the participants will have one key account action plan to execute after the training.
Who Should Attend This Course?
What Will You Learn?
Creating a branded account experience to strengthen the business partnering
Providing key account managers with a methodology to analyze and better forecast revenue
Enhance understanding of specific key accounts
Provide key account managers with the better strategizing ability to win over key accounts
Dissect actual key accounts using targeted company information
Better understand the data and information collected on client organizations
Identifying high potential key accounts for planning, strategizing and prioritization
Module 1: Account Management in the New EconomyObjective: To change the mindset of theKey Account Manager& help them to understand the need of changing their Account Management approach from being an order taker to a business partner
The Evolution of Account Management Practices in the 4 Economies
Defining Account Management in the New Economy
The role of Key Account Manager –Actual Roles vs. Perceived Roles
Up-skill Yourself from Order Taker to Business Partner
Module 2: Creating the Branded Account Management ExperienceObjective: To help the KAM understand the importance of creating the branded account management experience for your distributors to differentiate yourself from competitors and building business partnering
How to Differentiate Yourself Beyond Product Differentiation & Company Logo
The 4 Levels of Service Expectations in Account Management
Delivering the Branded Client Experience from Business Partnering Aspect
Module 3: Applying the Account Strategy for Situational AnalysisObjective: Using the Key Account Analysis worksheet to guide the participants on how to think strategically and strategizing their selected accounts. To help them better understand what are the indicators to look at in an actual live account they are currently working on, how to identify opportunities, and develop an account action plan.
Identifying the Accounts to a Key Focus Pool
Defining Key Account Effectiveness
Applying Weightings to Key Accounts
Defining the Parameters for Potential
Scoring the Key Account for Attractiveness
Defining Business Strength inEach Account
Score Critical Success Factors
Produce the Account Portfolio Analysis
Outline Objectives and Strategies
Action Plans to Improve Account Success.
Module 4: Developing Key Account Management Strategies –Business Action PlanObjective: To get the participants to present their key account action plan based on the above preparation. The facilitator will ask questions to drill their thinking and give instant feedback.
Positioning the Key Account Management Strategy
Establishing the Product Focus and Strategy
Managing the Total Key Account Management Strategy
International Sales Trainer & Sales Coach
Elev8 Asia Sdn Bhd is a HRDF Certified Training Provider in Malaysia which founded in year 2015.