Account Management Training

Prioritise, Plan And Manage Your Accounts To Maximise Profits

Make An Enquiry
Upcoming Dates

Account Management Training

Prioritise, Plan And Manage Your Accounts To Maximise Profits

Make An Enquiry
Upcoming Dates
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Training For Account Managers

Course Aim

This 1-day Account Manager Course will help you to build those 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 selling and up-selling.

What sets us apart from the competition is our formal endorsement by the Institute of Sales Management (ISM). Our Account Management Training is an industry-recognised benchmark for high-quality training programmes.

Upon completion of this course, 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.

Selling Skills Professional Certificate CPD logo

Attend An Open Course

(We can run this as an in-house course too: Contact us to discuss.)

Course Objectives

  • 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

Target Audience & Who Will Benefit

  • Account managers
  • Key account managers
  • Relationship managers
  • Client relationship managers
  • Customer success managers

Course Overview


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

Testimonials & Reviews From Previous Attendees

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Feedback From The Last 88 Sales Professionals Who Attended This Course




“Helps to build more financially favourable relationships with your accounts”

This was a very useful course for account managers. It provides several valuable tools and processes to help build better and more financially favourable relationships with your accounts. It also helps identify which customers should be targeted for further business opportunities and which ones need less time spent. Thoroughly enjoyed it and increased my management knowledge significantly for a one-day course.

“The course really gets you thinking”

The course was very good, and I learnt a lot about the kind of person I am as well as what I need to improve to push my account management to the next level. The session was fun and informative, and it really gets you thinking about how you can implement your newfound knowledge.

“Well planned out, presented excellently and was very engaging”

It was a great day, very informative and I feel I have learned a lot of different ways to approach this new venture of becoming a key account manager. It has given me lots of new ideas on how to create my objectives while measuring my client’s performance not just based on sales figures. The whole course was well planned out and presented excellently and was very engaging.


Experienced Sales Trainers

Our trainers have had years of experience both as salespeople and as trainers.

Meet a few of them to give you a feel of what they’re all about.

Mark Williams

Senior Sales Trainer and Consultant

Mark has over 25 years of coaching experience and focuses on B2B sales. He has enhanced the performance of teams at Peugeot, Citroen, and Jaguar Land Rover. His targeted training drives significant business growth.

Helen Hamilton
Helen Hamilton


Helen has over 20 years experience. She has worked with clients like the NHS, Age UK, and Thorntons. Her engaging style, fuelled by a CIPD Certificate in L&D, makes her ideal for transformative sales training.



Jose is a global sales trainer with a CIM Diploma in Marketing and has boosted businesses from the NHS to TEDx events. His certified coaching techniques offer a worldwide perspective for achieving sales success.

Training Locations


Hilton Garden Inn


Eastern Perimeter Road
Hatton Cross, London

The Village Hotel


Dolomite Avenue

The Village Hotel


Cheadle Road
Cheadle Hulme, Cheadle

Double Tree by Hilton
Central London


60 Pentonville Road
Angel Kings Cross, London
N1 9LA

Course information


The course fees are £295 + vat.

ISM & CPD Certified

This 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.

Selling Skills Professional Certificate

Selling Skills Professional Certificate

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Course Methods & On-Going Support

We believe that training should be practical and fun. That’s why this course is delivered in an engaging way with lots of participation. All delegates receive a pre-course questionnaire to complete so we can gauge the experience and roles of those attending so we can cater for your specific needs and requirements.

After we have delivered this course, 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.



Account Management Training FAQ’s


Related Courses

Here are some more courses and bespoke courses that we run throughout the UK.

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

Have You Got Any Training Requirements or Questions?

Our L&D and Training Team are here waiting to help you.

Please call us on 0333 320 2883 or click below.

Make An Enquiry