Many markets are flat currently, as a result more organisations are chasing the same revenue. Retention is one of the biggest issue in sales currently. Customers have also changed. Their business priorities, budgets, authority and influences may be different from the last time they bought from you. When power shifts – requirements can get redefined. It is vital that sales organisations are engaged strategically and positioned correctly to retain and grow major accounts.
Experienced or new account managers who need to plan, retain and grow their major account business. Sales managers leading new or evolving key account teams. Business development managers who are responsible for building long-term business through their sales teams would also benefit
The Role of the Account Manager – How to see your role. The Business Context of Account Management – How to understand your client’s environment. Account profiling – The Key Account Management Wheel, an effective diagnostic to tell you how you are positioned within an account. Relationships in Accounts – We will help you maximise the value of your relationships within your accounts through:
Account Planning – How to write an Account Plan that will engage all of your organisation in retaining and growing the Account.
Fee to attend: €410 (Members), €490 (non Members)