Resilient Key Account Management

Resilient Key Account Management:

Advanced Strategies for Building

Resilient Account Management Team

The role of account manager is both important and demanding. The account manager acts as the ‘face’ of the business and should professionally represent the business by creating a strategy for success and delivering a high level of customer service. Account managers need to be effective communicators, needing to both engage with the client and also develop internal relationships to ensure promises are delivered upon. Another key responsibility of the account manager is to identify business opportunities and help drive business results for their company.

Resilient Key Account Management Training Program

What are the Learning Objectives of this Training Program?

At the end of the Resilient Key Account Management training course participants will be able to:

• Practice resilient Key Account Management with an organisational perspective
• Demonstrate the key competencies required for successful and resilient Key Account Management
• Conduct a portfolio analysis to identify key accounts
• Measure the performance of their key accounts
• Apply the step-by-step reasoning process to remain objective to reach a shared conclusion without conflict
• Improve communication with customers through effective Emotional Intelligence strategies to build the trust needed to close business
• Utilize consistent strategies and skills to effectively build their personal resilience

What are the Business Benefits of the Resilient Key Account Management Training Program?

Upon completing the Resilient Key Account Management training program, your sales team will be better able to:

• Build effective business relationships with demanding or difficult customers and help drive sales performance
• Add value to clients and help ensure their requirements are met or exceeded
• Shorten sales cycle length by reaching a shared conclusion and resolving obstacles when they arise
• Measure the performance of their key accounts and adapt their approach accordingly
• Understand the key attributes required for resilience in today’s fast-paced world and work on developing them
• Set a strategy for sales success and create action plans for pre-defined goals
• Monitor and measure their own performance and set their own targets
• Control negative reactions to any setbacks that affect how work is approached

Ultimately, these training course will help sales team to focus on what is required to succeed in the role of key account manager, building a strategy with clear actions and helping the organization to succeed in today’s challenging market.

The Resilient Key Account Management Program Delivery

Like every other North American Sales Training program, audience ranges from new to very experienced salespeople, sales managers, and executives. To sustain the training, we provide the tools to align stakeholders to support the change (Step 4 – Change Phase, click here to learn more) and focus on creating action plans to enhance learning retention and encourage salespeople to persist using new skills.

The Resilient Key Account Management Program can be calibrated and customized for application to every industry and selling situation, which includes one-time transactions to complex sales environment with long sales cycle deal that requires an RFP and winning that proposal against many competitive sellers. The higher is your need to differentiate your sales team from your competitors in terms of how they engage with customers, the better the fit for the Resilient Key Account Management Program.

The Resilient Key Account Management Program can be learned through:

• two-day facilitator-led workshop with pre-workshop assignments and post-workshop sustainment
• blended learning solution that incorporates both two-day workshop and online through on-demand eLearning
• online through on-demand eLearning and video-based content

Every instructor has been certified by us and they each have at least 15 years of sales experience, to ensure their credibility and that they will elevate any practical discussion during the training.

We can train your trainers to present the Resilient Key Account Management Program anytime you wish. We recognize your in-house trainers are experts when it comes to understanding your organization, mission, culture, and employees the best. Our focus is to provide sales training that will be customized to your needs in order to deliver a high-impact, results-oriented sales training program.