Ensuring that sales professionals have the knowledge to achieve long-term success and build highly profitable business relationships with clients is essential in today’s competitive business world.
Designed to support sales professionals at all levels to manage and develop business more strategically, delegates will discover how to identify and interpret the political element of the buying process, stakeholder mapping and sales adaption techniques to suit different clients.
With a strong emphasis placed upon truly understanding our clients’ organisational cultures, delegates discover the value of becoming a ‘trusted advisor’ whilst learning highly practical approaches to maintain and develop accounts more effectively, ensuring all sales opportunities are realised.
Key Areas of the Programme
Ideal for sales professionals required to sell, upsell and cross-sell more consultatively within their existing account portfolio, helping develop transactional relationships into transformational partnerships.
Whilst we design and customise every programme to match your specific organisational and business needs, your tailored account management training programme may look to focus on:
- Account prioritisation to effectively expand the right business
- Building transformational relationships
- Proactive approach to protecting and growing accounts
- Principles to enhance client-centric interaction
- Credibility, integrity and trust within your key accounts
- Identifying the levels of business relationships
- Strategies to enhance client retention and increase customer loyalty
- Account Planning and profiling accounts strategically
- Expanding business within your accounts, increasing revenue opportunity
Business hierarchies
Working with diversity and cultures successfully
Influencing the ‘political’ element of the decision-making process
- Moving forward though resistance in a positive, credible manner
- Practical toolkits of stakeholder mapping to expand your network
- Mitigating competitor threats, disablers and single points of failure
- Exploring best practices to increase time and task management
- Building your pipeline in relation to targets
Happy Clients
“Another excellent training course from Commversant who have undoubtedly contributed to the success of CSL’s sales team’s performance over the years.Very well tailored, providing new insight to developing customer relationships more strategically; focusing on key tasks prioritisation/time management, as well as SLAs based upon customer categorisation.
Role-plays proved particularly beneficial in putting the new ideas into context, as did the action plans the team implemented immediately.”
“I required a bespoke executive training course for my field sales team in Strategic Account Management and Development. A key element of the course I required was for the course leader from Commversant to assess the strengths and weaknesses of each individual member of my team in the first phase of the course and address these individual development needs within the course’s second phase.I have to say that the course feedback sheets from my staff were the best I have ever received, so good in fact that we at CACI have now engaged Commversant to undertake other courses within other parts of the Company.
I am now reaping the rewards of investing in the course as I see revenue and customer satisfaction from existing accounts significantly increase and witness a more motivated and dynamic sales force”.
“Exceeded expectations in establishing differences (and synergies) of Account Management and Sales.Also highlighted just how much planning and detail is required – better time management, stakeholder mapping and strategic planning.
Superbly delivered and thoroughly interesting! Certainly not boring, rather entertaining and very relevant either directly or following interactive discussions.”
“Very good understanding how to manage different accounts to fulfil their full potential.Covered lots of areas and has given me a platform to try new things and find success. A different perspective on many aspects and how to use these to my advantage”.
“It addressed nearly every aspect of my job! If you’re in sales/account management I’d be very surprised if you didn’t learn something from this course!”
“I have been selling for 35 years and have attended many courses over the years, but the way in which this course and its content were delivered was excellent.A must for any company that wants to improve the selling skills and performance of their sales teams.”
“Course exceeded expectations. I have taken a lot from it which I would like to implement on a daily basis.Extremely useful – there is always something you can take and use from Commversant’s courses.”
“The course highlighted the importance of time management, opened up and clarified stakeholder mapping, relationship planning and the decision-making culture.Excellent and informative – trainer excellent also.”
