1-Day Account Management Training
Course Overview
This 1-Day Account Management Training Course takes an in-depth look at building long-lasting relationships with existing clients.
This not only increases their retention rate but also encourages them to spend more with you and opens new opportunities for cross and up-selling.
It is formal endorsement by the Institute of Sales Management (ISM). Upon completion, you will receive a “Key Account Professional” certificate from the ISM, which highlights your professional expertise and credibility.
You can attend this course along with others from different businesses or if there are a number of you, we can run this course as an in-house version and tweak anything that you need.
What Will You Gain From The Course?
- Understand what it takes to move from supplier to trusted advisor and partner status with your clients
- How to create a toolkit of relationship building skills and techniques
- How to run an account review meeting with your clients
- How to establish your objectives for each of the accounts that you manage
- How to calculate the potential of each account
- Working out a relationship and communications plan for each of your accounts
- Account planning – devising a revenue generation plan for each client
- How to create a multi-level influencing strategy for other areas of their business
Who Will Benefit From Our Account Management Training Course?
- Account managers
- Key account managers
- Relationship managers
- Client relationship managers
- Customer success managers
Account Management Course Agenda
Introduction & Objectives
Account Management – What Does It Take To Succeed?
- What’s the definition of account management within your business?
- What’s your role as an account manager?
- The skills, knowledge and behaviours you need to be successful
Account Analysis & Prioritising – Who & What Comes First?
- Maximising business opportunities – how to research, gather intelligence and analyse your clients for revenue potential
- Investment versus return – work out who to spend your time on and what the pay-off is
- SWOT analysis on your client accounts – strengths, weaknesses, opportunities and threats
Planning Your Account Strategy
- Creating your hit list based on account potential
- How to develop an account over the long-term
- Setting goals for each account – short, medium & long term
- Creating an account “touch point” strategy – face to face, telephone, email, social media
Managing The Relationship
- Account mapping – how to create the structure of each account – decision makers, influencers etc
- How to structure and run an account review meeting
- Influencing multi-level contacts of an account
From Supplier To Partner
- Understanding the transition from supplier to partner status
- The Trusted Advisor – how to add value over and above what you sell
- Managing the “in-between time” – how to stay in contact without bugging your clients
Close & Actions
Reviews From Previous Attendees
Feedback From The Last 88 Sales Professionals Who Attended This Course
The course fees are £295 + vat.
The Account Management Course is a formally endorsed qualification by the ISM and is also CPD Certified.
Upon attending the course you will receive the “Key Account Professional” certificate from the ISM and a CPD certificate.
Start/Finish Times
Start: 9.30am
Finish: 4.30 – 5.00pm
Included Within The Registration Fee:
- Course manual
- Course materials
- Buffet lunch
- Servings of tea and coffee throughout the day
- ISM “Key Account Professional” certificate & CPD certificate
- Unlimited email and telephone support from your trainer after the course
Please click on BOOK NOW below to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.
Want To Run This As An In-House Course?
We can customise this course and run it for your sales team. Contact us to discuss.
On-Going Support After The Workshop
After we have delivered your programme we do not just shake hands and take your money. We like to offer you some ongoing support.
Included within the cost are the following unique support options that are available to you.
More Open Courses
Our most popular venues are London, Manchester and Coventry.
Want to know more?
Please speak to one of our team or use
our online form to make an enquiry
