Account Management Training & Development
Business to Business sales activity needs to focus on building and developing relationships that result in profitable business growth.
Account managers need to understand the buying processes of the accounts they operate in, and bring together processes and people to increase your share of wallet with that client or customer. Signing an agreement is not enough; that’s when the hard work starts, and that’s when so many account managers start to relax – happy that there is an agreement in place.
Account managers need a blend of skills; to win contracts and agreements, but then to manage a portfolio of accounts so that they deliver sales into your business. To do that they need to be commercially savvy, able to understand and influence the accounts they operate in, take action that generates a greater share of wallet and to defend against competitor activity in that account.
At Intelligent Dialogue we work with Account Managers and their line managers to ensure that you are focusing on and operating effectively in accounts you need to gain, retain or grow.
Who this training will help
Anyone who manages accounts; who has the responsibility to secure trading agreements and then ensure that sales follow.
What you will get from Intelligent Dialogue Account Management Training
At Intelligent Dialogue, we design our training and development programmes based on the outcomes you want to achieve – one size simply doesn’t fit all. Working with your Sales Leaders, we’ll focus on the key things which will make the difference for your account managers in your market place.
Our account management training gives account managers
- the space to think about their approach and to focus on what account management really means for your business
- how to assess potential and spot opportunities within your accounts
- how to prioritise accounts where account managers will get most pay off from their activity – analysing data for actionable insights
- how to increase “share of wallet”
- how to defend against competitor activity
- mapping accounts; how to develop and implement account management plans
- how to have commercial conversations with customers, securing opportunities and reviewing account performance
How long will it take?
As we design and develop training programmes specifically for our clients, we spend time on the things that will achieve results for you.
If you are new to account management or don’t have account management processes in place, you will need more time than if you do, or if you just want to develop the commercial conversations of your account managers.
Typically, an Account Management Programme combines
Organising for Action ( 1 -2 days )
Commercial Conversations ( 1 -2 days )
Account Management Clinics – working live account management issues to develop better strategies to gain, retain or grow account spend. This can take place 121 or in group settings.
For more information
Get in touch for a detailed conversation about the specific challenges your account managers are facing in your market place. During this conversation we’ll help you develop a blueprint for an approach to develop the skills and confidence of your account management team, so that you can deploy them for maximum impact.