MAJOR ACCOUNT PLANNING
Duration
2.5 days Training
For Who
Sellers, account managers, account teams for large and/or strategic accounts
Format
Blended Instructor-led training & e-learning (other options available)
Languages
Instructor-led training in 20 languages and e-learning in 7 Languages
MAJOR ACCOUNT PLANNING
A program that 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.
what sales profesionnals learn:
- How to plan for maximizing value in an account
- Tactics for penetrating an account
- A technique for identifying new business opportunities in the account
- How to navigate the politics of decision-making
- Ways to develop higher levels of relationship with account stakeholders
- How to protect an account from competitive intrusion
- A technique to prioritize where selling effort should be focused
- How to create a plan to deliver revenue and relationship objectives
key business outcomes:
- Higher account revenues
- Greater share of spend within the account
- Lower cost of sales
- Improved margins