Skills and tools for managing national and international customer accounts. Large account management training for key account managers and directors.
Maximise customer benefit and sales revenue by applying a proven framework for leading, coordinating and harmonising efforts across boundaries. Rescue at-risk accounts, renew relationships, develop trusted advisor standing, and establish strategic partner status with large account management training.
How is this course different from others?
- The content is based on best-practice research combined with professional experience.
- Learners study the course material first and then use the in-session time for discussion, planning, exercises, and practise.
- Workplace actions for embedding learning in routines and habits.
- Participants can opt for one-to-one learning.
- Training is delivered by the course author.
- Results are guaranteed.
Companies depend on repeat business from important customers. The 80/20 rule seems to prevail. Eighty percent or more of the revenue and profit comes from twenty percent or fewer of a company's customers.
Effective account management is critical for business health.
Retain and grow business from important customers and major accounts by following large account management best practices. Acquire a methodical, reliable, repeatable process by attending this course. Strengthen relationships with senior executives in key accounts across national, international, and global territories.
Key Takeaways
- Deepen business understanding.
- Increase perceived contribution.
- Get more time with senior executives.
- Establish status as a trusted advisor.
- Increase perception of strategic value.
- Create more effective account plans.
Course Content
Introduction: Goals, objectives, and learning management.
Vital Knowledge: Understanding the customer's business.
The CXO Perspective: What leaders and policymakers care about.
Relationships: How to assess relationship status and what to do about it.
Trusted Advisor: How to know if you are one and how to become one if you are not.
Strategic Partner Status: How to know if you have it and get it if you haven't.
Politics in Business: How decisions are made in a complex organisation.
Applying the Tools: Mapping power and relationships in a real customer.
Getting Introductions: Crossing departmental and functional boundaries.
Establishing Cadence Meetings: Operational reviews and strategic enquiries.
Competitive Strategy: How to anticipate and defeat the plans of competitors.
Applying the Tools: Selecting and testing competitive strategy.
The Black Hole: How to avoid it and ways to recover when you are in one.
Account Planning: How to maintain account plans with minimum effort.
Review and Next Steps: How to transform learning into results
Participant Comments
Good combination of presentations and exercises helped to promote understanding and maintain focus. DCS
Excellent - totally needed. Exactly on the money! Data Capture Solutions
I found the workshops very good as they were very much related to our job and very practical. The course also gave us a lot of ideas on how to create our job as account managers. Handheld Products
Training includes:
- Pre-course questionnaire.
- Pre-work preparation guide.
- Personalised workplace assignments.
- In-course materials, templates, and tools.
- Online resources.
- Career-long support.
Materials and resources:
- Self-study guide.
- Accelerated learning guide.
- Course slide decks.
- Profit contribution calculator.
- Relationship status assessment.
- Organisational dynamics assessment.
- Buying style identifier.
- Account plan template.
- Account plan completion guide.
- Quantified qualification assessment.
- Opportunity planning template.
- Operational review meeting plan.
- Strategic review meeting plan.
Large Account Management Training Course Delivery Options
One-to-one with the course author. Start immediately.
£1595 - Learn more.
One-to-one on a per-session basis.
£150 - Learn more.
Group training via eight 2-hour or sixteen 1-hour virtual classroom sessions.
£6320 for up to fifteen people. Learn more.
Group training on a per-session basis to address selected content.
£450 per session 1-hour session for up to fifteen people. Learn more.
Fees exclude applicable VAT.
Traditional Classroom
The course delivery takes place over one or more days at a conference venue or at the customer's offices. The full large account management training course takes two days. Contact us for fees.
Guarantee
We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that application of the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.
Want Something Different?
Please Ask:
If you need to strengthen customer relationships and increase business from global, national, or major accounts, this global account management training course presents the right skills and methods. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.
