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. 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. Account management skills for sales: How to create growth and retain your most important customers. Here are three common mistakes we see: Our account management methodology ensures sales and service professionals strengthen their relationships both internally and externally, recognizing and capitalizing on opportunities for growth, and clearly defining the long-term plan for engagement. Achieve sales account management growth objectives set by the executive team. Enhancing relationships between the buying and selling organizations. 1. 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. Position yourself as a solutions consultant. Grow, nurture and protect strategic accounts to create mutually beneficial long-term relationships. Analyze the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers. These skills can be developed, but many require specialized training and coaching to become truly authentic, confident, and effective in the role. 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. As the liaison for the customer and the rest of the company, the KAM has to excel at communicating in person, over the phone, via email, and across teams. Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. Your value proposition loses its relevance. 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 … Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning 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. SAM Best Practice #6: Validate the Plan. 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. 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. 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. Miller Heiman Group. 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. Buyers want sellers to focus less on the close-stage and more on what happens post-sale. 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. Deliver – we design and deliver a relevant training program using media appropriate to you, your business and company culture. 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. Here are the top six skills a key account manager needs to succeed. Our account management methodology provides tips for better account management by: Miller Heiman Group’s sales account management, helps organizations create a long-term roadmap for its clients. Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. 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. Strategic account management is an important job that requires rigor and discipline. Key Account Management. However, as campaigns and services usually incorporate the skills of various people client's prefer to deal with one point of contact only, the account manager. At the top of the list is communication. Overcoming competitive threats and pricing threats which are are significantly reduced by managing a customer’s perception of the business relationship. Avoid being surprised by the loss of key clients. 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. Develop stronger and wider relationships within key accounts, increasing sales account management retention and long term stability and growth. The Key Account Management Course is a formally endorsed qualification by the ISM and upon attending the course you will receive the “Key Account Professional” certificate from the ISM. 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. 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. Communication. 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 Course Overview. 2. Privacy Policy. CALL US 0800 035 9191 In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success. Effective account management ensures higher levels of repeat business, renewals and new opportunities. 1-Day Key Account Management Training Course. 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. Having effective communication skills is obviously one of the most important qualities you need to have to succeed in your account management career. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. The Key Account Management Course is a formally endorsed qualification by the ISM. You lack a process for recognizing signs you might lose a customer. To transform your customer experience and make every touchpoint a positive defining moment, you need talent with the right skills. 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. Ensure relationships continue to grow in sales account management regardless of the manager or turnover. 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. 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. 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. Set individual and mutual goals to … The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. 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. Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes. Have the ability to prioritize key accounts . Collaborate across the enterprise to unlock the potential of strategic accounts. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Communication. PERSPECTIVE SELLING FROM MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. 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 … © 2020 Account Management Skills. Below, we’ve listed five of the skills that are necessary for successful key account management. Effective alignment amongst internal functions is difficult to attain and critical to manage. 1. Topic. 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. If you have any questions or would like to talk through your options, please send me an email to jenny@accountmanagementskills.com. Embed – we support you in turning their new-found skills into habits. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Tip: Strategic account managers must possess strong business acumen. 3. 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. Create a long-term roadmap for your most strategic accounts. The course features account management best practices which enable account managers to build actionable plans that ensure success by providing value to customers. 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. 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. Account managers learn to address potentially negative customer sentiment, avoiding unwanted and unexpected client turnover. 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. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Sales account management is complicated. 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 Strategic Account Management training program is designed for teams and now as an open enrollment program for individuals. 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:. 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. Additional Insights to Improve Strategic Account Management Skills … Learn to set clearly defined sales account management goals with measurable results. 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 … Learn how to allocate your people and resources to build and support lasting customer relationships. If you’re working in a client-facing role and are responsible for retaining and growing your accounts then we have you covered. Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. 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. 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. 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. Key Account Management Training Course. 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. Document multi-year plans to manage key accounts, allowing information to be easily shared across sales account management teams. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. Booking Information & Questions. Home | Training programs | Other business skills training. 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. Strategic Account Management. Take stock of all your accounts. It’s powered by our Gold Sheet analysis and strategy, which now integrates into our sales analytics platform, Scout to help you more quickly identify opportunities to grow your accounts or see where you need to invest more resources to protect your partnership. In digital marketing, PR and advertising, account management is the function of ensuring the clients’ needs are met and that services are provided to the highest standards. This website uses cookies to ensure you get the best experience on our website. We’ll walk you through a proven key account planning process that will make your efforts more focused and productive to achieve the greatest key account growth success. The ability to build relationships with clients and nurture them into strategic, long-lasting accounts hinges on account management. 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. You can join as an individual or this can be run internally for your agency. Helping sales organizations objectively determine this perception and define goals to preserve their position as trusted advisors. Take the first steps toward better sales account management. Privacy Policy | Terms & Conditions, How to create a high performing agency team culture, with Alison Coward. 4. 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. 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 … As a result, sellers create a partnership that is poised to move forward for years to come. The course fee is £295 + VAT. Learn more, PHAgY2xhc3M9InAxIj5UaGFuayB5b3UgZm9yIGNvbnRhY3RpbmcgTWlsbGVyIEhlaW1hbiBHcm91cC4gV2Ugd2lsbCBjb250YWN0IHlvdSBzb29uLjwvcD4=, Large Account Management Process℠ (LAMP®), Service Ready™ for Diagnostic Troubleshooting, Service Ready™ for Technical Support & Field Service. Your sales account management: data gathering, strategy sessions and execution mutually-beneficial engagement with a customer-centric business! ’ re working in a risk free environment which encourages delegates to the. 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