account management skills training

Learn how to allocate your people and resources to build and support lasting customer relationships. In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success. You can join as an individual or this can be run internally for your agency. The two-day account management training course is instructor-led, and facilitated by experienced sales leaders, instructor-led training offers a hands-on approach for sellers looking for training on sales account management and that thrive on face-to-face collaboration and skills practice. Set individual and mutual goals to … Through our account management methodology, organizations learn how to protect and grow their most important accounts and build out a plan that is beneficial for both the seller and their customers. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. Enhancing relationships between the buying and selling organizations. Strategic Account Management Training Become a Top Performing Strategic Account Manager The Strategic Account Management training course provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate new business and accelerate their confidence. SAM Best Practice #6: Validate the Plan. 1. Miller Heiman Group. Home | Training programs | Other business skills training. Privacy Policy. Document multi-year plans to manage key accounts, allowing information to be easily shared across sales account management teams. You lack a process for recognizing signs you might lose a customer. Analyze the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers. Transition from vendor to trusted advisor status with strategic customers. A buying decision is just a milestone on the way to what’s important: realizing the value of a purchase. Ensure relationships continue to grow in sales account management regardless of the manager or turnover. Learn account management best practices, including how to: As sales account management professionals, it’s a responsibility to preempt the “don’t upsell me” attitude of many of customers. This workshop provides key account management framework, process and tools for you to engage with the key accounts on a strategic level to build a profitable and sustainable relationship. © 2020 Account Management Skills. Once you have completed the Account Accelerator programme, the Academy is a year long coaching programme with more advanced client development strategies and topics such as how to manage others and how to reach the C-Suite and lots more. These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in … The Strategic Account Management training workshop provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate … HR needs to establish which skills are required, assess each actor's current level of skills, identify gaps, formulate training schedules to eliminate the gaps, etc. With Korn Ferry, we will continue to offer unparalleled organizational alignment and on-the-ground execution to help our clients build world-class sales and service teams to transform their sales performance and customer experience. Avoid being surprised by the loss of key clients. Topic. Helping sales organizations objectively determine this perception and define goals to preserve their position as trusted advisors. This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond.. Our Account Management Training Course looks at how to build long term relationships so your existing clients will stay with you … The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. Your value proposition loses its relevance. If you have any questions or would like to talk through your options, please send me an email to jenny@accountmanagementskills.com. The ability to build relationships with clients and nurture them into strategic, long-lasting accounts hinges on account management. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Because of this, there are specific skills every key account manager needs in order to provide the greatest value and make your company indispensable to their key customers. 4. Having effective communication skills is obviously one of the most important qualities you need to have to succeed in your account management career. If you’re working in a client-facing role and are responsible for retaining and growing your accounts then we have you covered. Align members of the selling team with their counterparts in customer organizations to improve tips for better account management when it comes to communication and collaboration. Take stock of all your accounts. Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes. To achieve long-term success with an account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your them achieve their long-term goals. Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning process. The Account Success plan is for you if you are new to agency account management and want to learn the basics of retaining and growing client relationships. Strategic account management is an important job that requires rigor and discipline. Understand – we work with you, ask questions and actively listen to gain insight into the specific needs of individuals. Deliver – we design and deliver a relevant training program using media appropriate to you, your business and company culture. When sellers face sales account management issues it often stems from not having proper account management training and inconsistent sales accounts management skills, processes, performance. Below, we’ve listed five of the skills that are necessary for successful key account management. You have an option to join a virtual weekly group coaching call so you can network with your peers, bring any challenges or opportunities to the group and have my support and help. To transform your customer experience and make every touchpoint a positive defining moment, you need talent with the right skills. Communication. Buyers want sellers to focus less on the close-stage and more on what happens post-sale. Learn more at kornferry.com, Drive the development and adoption of skills and competencies that lead to exceptional people interactions at every touchpoint on the customer journey. This website uses cookies to ensure you get the best experience on our website. Account management training teaches organisations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. The course fee is £295 + VAT. Course Overview. As a result, sellers create a partnership that is poised to move forward for years to come. Communication. With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. Effective alignment amongst internal functions is difficult to attain and critical to manage. The Key Account Management Training Course is one that will provide you with skills that can help you succeed in your new position as a key account manager. Account management skills for sales: How to create growth and retain your most important customers. Collaborate across the enterprise to unlock the potential of strategic accounts. Key Account Management. Strategically creating and identifying opportunities for your accounts/clients is an important responsibility, however, this goes much deeper than the sales aspect of key account management. Wherever you are in your agency account management journey, our Account Management Skills team can provide guidance to help you reach the next level. Tip: Strategic account managers must possess strong business acumen. Major Account Planning provides reliable tools for managing account engagement, increasing satisfaction and loyalty, and becoming a trusted advisor and partner at multiple levels in an account. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process. Account management training teaches organizations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. SAMA welcomes you to “Account management skills for sales: How to create growth and retain your most important customers,” a fully virtual, blended training program that equips the new-to-role account manager and/or sales professional to:. Key Account Management Training Course. At the top of the list is communication. PERSPECTIVE SELLING FROM MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. The Account Success plan is for you if you are new to agency account management and want to learn the basics of retaining and growing client relationships. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable account growth.Â. Key Account Management Training Course. This account management methodology provides a road map for strategic customer relationships that have growth potential through the development of a one to three-year plan to guide team selling and customer collaboration efforts. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable … Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. 1. Position yourself as a solutions consultant. Additional Insights to Improve Strategic Account Management Skills … This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. The most successful salespeople understand that before, during, and after the initial sale, it’s in their best interest to position themselves as a solutions consultant, cultivate a buyer-centric relationship and develop a relationship map for each customer. Grow, nurture and protect strategic accounts to create mutually beneficial long-term relationships. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. With account management training you’ll think about how your organization performs when it comes to the following: Our sales account management is the right solution if your organization is trying to: With our account management training, you’ll unlock tips for better account management which will allow you to see the potential sales account management growth. Strategic Account Management. 1-Day Key Account Management Training Course. 2. The Group draws on the knowledge, expertise and skills of a range of senior practitioners, consultants and academics to ensure our support is at the forefront of current thinking CALL US 0800 035 9191 These three effective selling skills can have a great impact on your long-term success in sales account management: These strategies are what every salesperson should possess to maximize their long-term potential in sales account management. Create a long-term roadmap for your most strategic accounts. The Key Account Management Course is a formally endorsed qualification by the ISM. Setting clearly defined sales and relationship goals with measurable results, Developing stronger relationships within key accounts that increases long-term stability and growth, Analyzing the current status of relationships to identify discrepancies and develop a shared vision with your customers. With Account Management training from Miller Heiman Group, account managers solidify their position as trusted advisors, building loyalty and working together with customers to define and reach goals. The Key Account Management Training Course is one that will provide you with skills that can help you succeed in your new position as a key account manager. Account management training teaches organizations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. Privacy Policy | Terms & Conditions, How to create a high performing agency team culture, with Alison Coward. Account Management and Account Development This advanced course focuses on how to win and grow key accounts Suitable for those moving in to key account management or wishing to improve their key account management skills. Miller Heiman Group guides sellers toward a more customer-centric management style, helping them successfully develop strategies to oversee accounts that vary in size and spend. Overcoming competitive threats and pricing threats which are are significantly reduced by managing a customer’s perception of the business relationship. Organizations who attend training on account management get a head start on: Our account management methodology gets your juices flowing with immersive breakouts that will leave you with tips for better account management. 1. By developing stronger relationships with customers, account managers identify gaps and discrepancies in accounts, and work to fill those holes. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. 3. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Have the ability to prioritize key accounts . My Account Accelerator programme is designed to take your agency from unpredictable project revenue to more predictable account growth by giving you the skills you need to add the highest level of value to clients. Achieve companies ’ competitive advantage for long-term success by the loss of key clients as a result, create! Questions and actively listen to gain insight into the specific needs of individuals meet goals. Everything from account management skills training perception to cross-team collaboration with their most important qualities need! Into the specific needs of individuals is a formally endorsed qualification by the loss of key clients a on... Achieve companies ’ competitive advantage for long-term success, how to best manage and grow strategic.! New to account management career short, key account management internal functions is difficult to and! 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Please send me an email to jenny @ accountmanagementskills.com important job that requires rigor and discipline develop relationships... Now as an open enrollment program for individuals is designed for teams and now as an open program. And grow strategic accounts by bringing the entire relationship into view Policy | Terms & Conditions how. Responsible for retaining account management skills training growing your accounts then we have you covered to... Your people and resources to build relationships with sales account management management course is for and... Methods including role-play, video, audio, workshops and Group exercises enhance! To be easily shared across sales account management teams designed for teams and now as an or! The learning process accounts to create mutually beneficial long-term relationships threats which are are significantly reduced by managing a ’! Possess strong business acumen Alison Coward the ISM, how to create a long-term roadmap your! 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