Key Account Management
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Business benefit

80% of your sales will come from around 20% of your customers. The Pareto Principle is well known and one that applies to most businesses. It is usually this top 20% of customers – those with the potential to generate the greatest Return on Investment – a business will typically define as its Key Accounts. As your key accounts are your competitors’ key prospects, you must pay particular attention to nurturing, growing and retaining these valuable relationships. Needless to say, a skilled Key Account Manager plays one of the most important roles in protecting a business’s prosperity. This Key Account Management programme gives account managers the essential edge they need in an increasingly competitive business environment!

Target audience
Anyone who is responsible for managing significant customer accounts, or aspires to develop into a key account role, will benefit greatly from this programme.

Commercially focused managers from other disciplines who have responsibility for liaising with customers as part of an account management team will also benefit from attending.

Please note: This programme focuses on strategy and it is not a sales skills course. So delegates will need to have received foundation level sales training before attending Key Account Management.

High spots
-Take away the TACK iQ® software to help you plan, develop and protect your key customers
-Identify your customers’ true needs and priorities
-Behavioural profiling to develop your understanding of how different individuals are influenced and how to adapt your selling style to meet their needs

Key learning points & outcomes
You will leave the course able to:
- Apply a strategic selling approach for winning and developing significant accounts
- Research target companies and obtain and interpret all relevant information from the key sources
- Analyse the organisational structure and decision making process within client/prospect organisations
- Understand and influence different personality types in the decision making unit
- Apply TACK’s “client centred selling” model to plan and implement your strategy
- Identify your customers’ true needs and priorities using TACK’s powerful FIND® investigation model
- Confidently present your offering and demonstrate how it contributes to your client’s corporate strategy
- Analyse your competitive strength as compared with your main competition and see yourself through the eyes of your customers
- Present and negotiate successfully inline with your strategy
- Apply the TACK key account management system and the “client centred selling” process to help you implement all the key learning points 
- Develop and implement a key account management strategy for all your significant customers

Testimonials
- “Key Account Management put a spotlight on everything I should be doing!”
- “An excellent course to help understand how a strategic approach will build and protect my key accounts.”
 
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My Location
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Tools
 
Key Details
Duration2 days
 
£990
per delegate
 
 
Bookings Helpline: 01933 233884 (Monday to Thursday - 8:00am to 5:30pm and Friday 8:00am to 5:00pm).