Growing and Protecting your Large Accounts
Do you know about the famous 80/20 Rule? Do you know that it applies even to Sales?
- 80% of your Sales come from only 20% of your Customers. These are typically your enterprise accounts
- 20% of your Sales team generates 80% of the Company’s overall Sales. These are your Top Performers
- If you can work and identify such Potential Customers who can give you 80% of your Business, you are more likely to meet your Revenue Goals as an organisation
It becomes important for companies to build right strategies and practices for covering and managing their key accounts. It is imperative that the sales person managing key accounts, has right skills to build relationship with the customer and nurture them to have a long-lasting strategic relationship with you.
What are the keys to develop yourself into a successful Account Manager?
- Becoming a Trusted Advisor
- Increasing Customer Loyalty
- Work together with Customer to define and plan to reach Goals
- Manage CXO Level Relationship
- Work with multiple teams internally and on customer side
Key Account Management requires your organisational and operational commitment. Your key accounts would typically be large and complex. Developing relationships as an account manager can deliver outstanding results, but only with a structured relationship process. You will need to plan for a systematic approach to managing your key accounts.
For developing a Key Account Management strategy and methodology in your company, you should consider the following :
- What are the internal processes required to manage Key Accounts?
- How do you do account planning and forecasting for Key Accounts?
- Building an Account Team for sustained engagement over a long period
- Creating Relationship MAPs
- Buying Process & timelines
Key Learning Objectives of this Program
Key Account Management is one of the keys to meeting the revenue Goal for any Sales Organisation. It’s important that the training program is built and structured to systematically cover the important elements of account management.
Key Account Management training program build by TransformzU consulting will give you the knowledge, skills and process plan that you will need to identify and grow your key accounts. The program will walk you through a proven planning process and provide you methods and know-how to succeed in your engagements.
The 2-day Program on Account Management will cover the following :
- Using data for identifying key accounts - Learn how to use customer research database to identify the key accounts
- Developing key relationships - Learn the account power MAP. Learn how to identify and work with your internal champions
- Building Value Proposition - Learn how to build value proposition for any opportunity in your key account
- Creating a winning team - Having a cross functional team is critical for ensuring deep engagement in the account. Learn how you build the right team for engaging with the customer
- Internal Stakeholder Buy-in - Learn how you create an internal management buy-in to leverage their relationship in account.
- Handling Competition - Learn to build your value proposition and solution positioning to ensure that the competition is kept away
- Credibility - Learn how to uncover upsell opportunities across the organisation. Learn how to engage with various stakeholders with messages aligned to their work area
- Creating Project Road map with customer - Learn how you work with customer to create a plan for the year. Set goals and agree on timelines to execute the projects across the timeline