Account management is a defined strategy that businesses follow to manage, grow, and keep their best customers. Unfortunately, most organizations do not implement a defined and measurable account planning methodology until they have lost one or more of their “best” accounts. Our Account Management program will help you define the difference between a large account and a key or strategic account. We then provide you with a roadmap to oversee the account, manage the business continuity, find new sales opportunities, and improve your customer relationships while achieving mutual value. Individual modules can be delivered to territory sales representatives who always have one or more “important” customers that they cannot afford to lose.
We view training as an on-going process that must be used and reinforced periodically to drive measurable results.
Our approach with Buyer Centered Selling incorporates:
This workshop is designed for account managers who are responsible for managing and growing existing accounts or the entire account team.
1.0 Day
Training needs to be embedded into the DNA of the individual. The human brain needs a reinforcement process to avoid memory loss. Our suggested approach for post program delivery is shown below.
| Activity | Purpose | Platform | Matrics | Timing |
|---|---|---|---|---|
| Audience Satisfaction | Determine the value of the training content | Face-to-Face Training: Instructor Led | Survey Conversations/Interviews Proactive Feedback | Immediately After (Program Delivery) |
| Knowledge Transfer | Did they learn it? | Gamification | Points earned Ranking | Post Training for 12-26 Months |
| Adoption | Do they use the training? | Use of Worksheets and Tools | Direct Observation Review of Worksheet & Tools by FLSM | Post Training and On-Going |
| Competency | Determine the Business Impact. Did the Training work? | Virtual Videos Guided Practice | Verification by FLSM that Skills Were Learned, Remembered & Being Applied Correctly | On-Going |
| Results | Determine the ROI. Was the Training Worth it? | | Improved Retention Increase in Revenue Through Penetration & Cross Selling | On-Going |
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