Follow the Manager’s stream (blue) and the salesperson’s stream (orange) to see how they move through their sample learning tools to create deeply embedded behaviours. They didnât become Account Managers because they wanted to sell. Key account management is one of the best ways to ensure repeat purchases, additional purchases and referral to other prospective customers like themselves. It is an intégrative élément of the business strategy. If you manage a business, or deal with high-value customers, this outstanding key account management training program will deliver immediate results by showing you how to protect and grow your key accounts. As a previous Sales Director & Managing Director in Media & Recruitment, Sara’s success stems from her ability to understand the requirements of a business and its people, and then provide the right human solution to meet it. Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which sections of the website you find most interesting and useful. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently. Key Account Management Key Account Management Courses & Training Key Account Management (KAM) relates to managing your clients effectively and successfully and ⦠“Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future” Peter Chevron. Register Online * Cancellation Policy: Any changes or cancellations to a training class less than 7 days prior to the scheduled dates will result in a charge equal to 100% of the class fee. Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. Iâve developed a simple but powerful system that provides utility professionals and leadership a clear path to success to key accounts program development. Key account management definition Key Account Management is based firmly upon the 80/20 rule: 80% of any effort or expenditure gives 20% of the results 20% of any effort or expenditure gives 80% of the results Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. This Key Account Management Training Course has been designed to help you to retain and grow your best customers. Allocating key account focus on three core topics: penetrating, expanding, and protecting accounts from competition. You can find out more about which cookies we are using or switch them off in settings. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. Key account management (KAM), also known as strategic account management, is a concept which first emerged in the 1970s. We all know the stats: itâs much more simple and cost effective to sell to existing customers than sell to new customers. With RAIN Group Key Account Management training, your team will learn a proven process for key account planning to systematically grow their accounts. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Most sales-focused companies spend an inordinate amount of time and money acquiring new customers whilst theyâre losing existing customers. What the stats donât tell you is that itâs hard to motivate and up-skill a group of Account Managers to sell. First, we align your teamâs time and priorities, and then give them some clever tools and skills to grow the key customers with the most revenue generating potential. Build profitable partnerships with your key accounts. Developing a strategic approach to account management and customer relationships, Learning how to construct and implement profitable long-term account plans, Gaining a better understanding of your customers’ needs and expectations, Enhancing your ability to influence, persuade, negotiate with key decision makers, Building stronger value-added customer relationships leading to increased revenues, Creating support processes that fulfill customer expectations and facilitate best practice key account management, Increasing account revenue and profitability, Manage their accounts in a way that produces more profitable partnerships, Develop the ability to build stronger business relationships, Gain a clearer insight into the customers’ decision-making process, Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness, Add value to the relationship by identifying opportunities that have a positive impact on their customers business, Optimise the full business potential from each account, Build and develop account management strategies that produce real business growth, Lead Generation and Effective Appointment Making, Telephone Sales Training, Telesales Training, Lead Generation and Appointment Making White Paper, grow your sales with Sales Accelerator -find out how. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. The Key Account Management Course is a formally endorsed qualification by the ISM and upon attending the course you will receive the âKey Account Professionalâ certificate from the ISM. This two-day Key Account Management training course focuses on maximising the potential of key accounts and sales professionals that are critical to an organisationâs success or failure. By immersing ourselves in a variety of blended learning assets, little and often, over time, we can create a real lasting positive change. These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. Account Management and Strategy Best Practices. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. Viewing key account investment returns as tied to ⦠Key Account Management, It is an immutable business fact that 80 per cent of revenues come from 20 per cent of your customers. This essential GL O MACS Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisationâs business objectives. Your organisation will gain: Capability to deliver more profitable key account management for every strategic customer. Start: 9.30am. We are using cookies to give you the best experience on our website. Create a commercial culture within your account management team, Your team will be motivated to spot sales opportunities, Techniques to drive consensus within complex, multiple decision makers, Gain an understanding of buyer signals and body language, Objection handling, negotiation and close skills. Inspiring game-changer. The AIM Sales Leader credential develops the skills to lead masterful sales conversations and grow key accounts. Having âwalked the talkâ through Direct Sales, National Account Management and Sales Management positions, he can bring genuine empathy into his engagement with people development. Introduction. Improved collaboration skills with key customers. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective account management procedures. In this GLOMACS Key Account Management: Best Practices training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty. key account management programs look like?â Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants establish how âbest practiceâ principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations. This website uses cookies so that we can provide you with the best user experience possible. Focus on your Key Accounts 3. Upon attending the course you will receive the âKey Account Professionalâ certificate from the ISM and a CPD certificate. The team is using the account management plans introduced through the training and proactively seeking out new business opportunities from their existing clients and growing our business from within. Key Account Management Training, Key Account Management. These investments often include structuring and aligning your businessâ processes and systems to maximize account value. We'll assume you're ok with this, but you can opt-out if you wish. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. Mike has worked alongside the worldâs largest companies across sectors that include hospitality, retail, food and drink, healthcare, pharmaceuticals and manufacturing. Donât worry we will never share your details with any 3rd party. Extend your influence beyond your traditional contact base. Key account management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important customers Key account management is not an isolated business process. The Key Account Management Course is a formally endorsed qualification by the ISM. Developing, launching and maintaining a solid and effective key accounts program is critical if utilities desire to partner with business communities. Designed to meet your specific objectives, a Key Account Management training programme will cover: The qualities of a Professional Key Account Manager; The principles of key account management; Creating a âvalue propositionâ based on the strategic and tactical needs of the key account customer The Key Account Management Course is a formally endorsed qualification by the ISM and is also CPD Certified. This means that every time you visit this website you will need to enable or disable cookies again. The course fee is £295 + VAT. Literally in two days I have changed my mentality towards Account Management. No hard selling â just clear, calm, natural, confident sales techniques. Provides skills & strategies to reach & move senior prospects. Creating a key account strategy is critical for business growth. Viewing key accounts as assets that require continued, and often significant, investment to yield maximum returns. A system for strategically managing your internal client referral network. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Included Within The Registration Fee: Course manual In the video to the right, Jason Murray, RAIN Group's Practice Director in APAC, shares how our Key Account Management program will teach your team a proven process to systematically grow accounts. Enables effective, commercial, value driven conversations. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. Move up from transactional to trusted advisor using simple, practical tools. Save your preferences for cookie settings with the best experience on our.. Systems to maximize Account value, our Account Management Training enables Sales organizations to positively impact everything from customer to. 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