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Key Account Management
Joining InstructionsDoubleTree by Hilton, Coventry
MTD Training, 5 Orchard Court, Binley Business Park, Coventry, CV3 2TQ Web: www.mtdsalestraining.com Phone: 0333 320 2883 Email: [email protected]
SalesTraining Specialists
2Web: www.mtdsalestraining.com | Telephone: 0333 320 2883
Key Account Management
Prioritise, Plan, Manage & Maximise The Profitability Of Your Key Accounts By Building Strong & Long Lasting Relationships
Course OverviewThis course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage.
The course looks at how to build long term relationships so your existing clients will stay with you for longer, spend more with you and are open to cross and up-selling opportunities which are “sold in” through the excellent relationships that you have with them.
The course is a formally endorsed qualification by the Institute of Sales Management and upon attending the course you will receive the “Key Account Professional” certificate from the ISM.
ISM endorsement is the industry recognised benchmark for high quality sales training programmes.
Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.
The course is also CPD Certified (Continuing Professional Development) and after attending the course you will receive a CPD Certificate at no extra cost.
Who Will Benefit From The Course?
• Account managers• Key account managers• Relationship managers• Client relationship managers
With The Help Of This Course Delegates Will Be Able To:
• How to run an account review meetingwith your clients
• How to establish your objectives for eachof the accounts that you manage
• How to calculate the potential of eachaccount
• Working out a relationship and communi-cations plan for each of your accounts
• Account planning – devising a revenuegeneration plan for each client
• How to create a multi-level influencingstrategy for other areas of their business• Understand what it takes to move from
supplier to trusted advisor and partnerstatus with your clients
• How to create a toolkit of relationshipbuilding skills and techniques
3Web: www.mtdsalestraining.com | Telephone: 0333 320 2883
Course Agenda
Introduction & Objectives
Key Account Management – What Does It Take To Succeed?
• What’s the definition of a key account within your business?• What’s your role as a key account manager?• The skills, knowledge and behaviours you need to be successful
Account Analysis & Prioritising – Who & What Comes First?
• Maximising business opportunities – how to research, gather intelligence and analyseyour clients for revenue potential
• Investment versus return – work out who to spend your time on and what the pay off is• SWOT analysis on your client accounts – strengths, weaknesses, opportunities and threats
Planning Your Key Account Strategy
• Creating your hit list based on account potential• How to develop a key account over the long-term• Setting goals for each key account – short, medium & long term• Creating an account “touch point” strategy – face to face, telephone, email, social
media
Managing The Relationship
• Account mapping – how to create the structure of each account – decision makers,influencers etc
• How to structure and run an account review meeting• Influencing multi-level contacts of an account
From Supplier To Partner
• Understanding the transition from supplier to partner status• The Trusted Advisor – how to add value over and above what you sell• Managing the “in-between time” – how to stay in contact without bugging your clients
Close & Actions
4Web: www.mtdsalestraining.com | Telephone: 0333 320 2883
Housekeeping and Accommodation
Start & Finish Times:9:30am start 4:30-5:00pm finish.
Lunch & Refreshments:Included in course fee
Parking:Is ‘free’ for MTD delegates
Dress Code:Whatever you feel comfortable in
Accommodation:Should you require accommodation during your course, the friendly team at our hotel booking partner, tobook Ltd, will more than happy to assist you with securing a bedroom and at our preferential rates. Further information on how to arrange your accommodation is below:
Welcome to tobook
On behalf of MTD Sales Training, tobook has secured preferential rates at hotels to offer you a good night’s sleep, leaving you refreshed and ready for your training course.
To book your accommodation:Login to the online booking tool, which is available 24 hours a day, 7 daysa week, to request your accommodation using the details below:
Go to www.tobook.co.uk and click on the ‘Sign In’ link on the top toolbar User Name: MTDTRAINING Password: 0379MTDTRA
*Please enter exactly as shown above*
If you require any assistance Email: [email protected] or call: 01676 522868
5Web: www.mtdsalestraining.com | Telephone: 0333 320 2883
About DoubleTree by Hilton - Coventry
The location of your training event is a very important factor for us as we want to provide you with only the very best facilities for your course so that you can arrive easily and hassle free and enjoy a great learning environment. The venue is located in the heart of the UK, just off the M6, The DoubleTree by Hilton is newly refurbished and hosts a modern dedicated training and conference facilities.
We have always received excellent feedback from all of our delegates about the venue.
The hotel is less than a 5 minute drive from the M6, Junction 2 and only 15 minutes in a taxi from Coventry Train Station. Birmingham Airport is just 20 miles away. Car parking is free as well!
DoubleTree by Hilton CoventryParadise Way,Walsgrave Triangle,Coventry,CV2 2STTel: 02476 603 000
