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.



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
  • Action plan


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


Account planning
  • Objectives
  • Long term planning
  • Short term planning
  • Quantitative and qualitative approach
  • Efforts and results
  • Exercise: Make a good account plan


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


Reality check
  • Prepare the meeting
  • Execute the meeting
  • Debrief the meeting
  • Best practices


FREE sales counseling

What do I say to my customers? How can I serve them in these dire times? How do I reach out to new customers who probably can’t even take my call?

So many sales related questions. The Valueselling consultants are here for you.

Book an appointment for free counseling and we will try together to find some useful answers to your sales challenges.

Or contact us about something else

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