Training programs
Account management
A two day intense and interactive training
Sales is all about managing your accounts properly, especially those 20% of you customers that generate 80% of your revenue and profit. In this program we will audit your current account management and give you tools and ideas to improve your impact.
Modules
1
How well do I know my accounts?
- Segmentation and criteria for segmentation
- Profitable, strategic and nice customers
- Exercise: screening of the portfolio
- The business strategy of my accounts
- The customers of my customers
- The decision maker and the decision processes
- My market share with these accounts
- The competition with these accounts
- Cost and profit
- SWOTCA
- Action plan
2
How well do I manage my accounts?
- Rebuying rate and customer loyalty
- Upselling and cross selling
- Brickwalling and locking devices
- Product and services mix
- Forecasting
- Audit
- Exercise: Audit of my account management
3
Account planning
- Objectives
- Long term planning
- Short term planning
- Quantitative and qualitative approach
- Efforts and results
- Exercise: Make a good account plan
4
Action plan
- Elaborate the account plan
- Present the account plan
- Feedback on the account plan
- Light and heavy version of the account plan
- Best practices
5
Reality check
- Prepare the meeting
- Execute the meeting
- Debrief the meeting
- Best practices