Training
Account Management
Never has it been more important to look after your existing customers. Did you know that 68% of customers change suppliers because they feel taken for granted? As it is 10 times more costly to find a new customer than to keep an existing customer happy, this is where we need to focus. Also, it really is a buyers market at the moment, so do not give your existing customers an excuse to look elsewhere.
The delegates will work on a real account so will take a completed account plan away with them.
Course Objectives
By the end of this course the delegates will be able to:-
- Segment their existing customer base so as to make the best use of their limited time
- Identify different contacts within your customer’s organisation and understand their role in the decision making process.
- Analyse their market position in relation to their competitors
- Analyse the wider market from the customer’s perspective
- Work through the steps necessary to create simple, targeted, usable account plans
Areas Covered
- Defining key accounts
- Organisational structure
- Identifying decision makers
- Setting SMART account objectives
- Making it happen
- The attributes of a great account manager
Target Audience
Sales managers, revenue managers, account managers, sales executives and General Managers.
Course Feedback
"Great course - good overall information on account management from identifying accounts to establishing relevant account plans."
"Really interesting course - really opened my eyes to what we can do to essentially look after our clients better and generate more revenue."
