account management skills training

4. Align members of the selling team with their counterparts in customer organizations to improve tips for better account management when it comes to communication and collaboration. Avoid being surprised by the loss of key clients. Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. As the liaison for the customer and the rest of the company, the KAM has to excel at communicating in person, over the phone, via email, and across teams. The most successful salespeople understand that before, during, and after the initial sale, it’s in their best interest to position themselves as a solutions consultant, cultivate a buyer-centric relationship and develop a relationship map for each customer. Organizations who attend training on account management get a head start on: Our account management methodology gets your juices flowing with immersive breakouts that will leave you with tips for better account management. Ensure relationships continue to grow in sales account management regardless of the manager or turnover. Effective account management ensures higher levels of repeat business, renewals and new opportunities. With Korn Ferry, we will continue to offer unparalleled organizational alignment and on-the-ground execution to help our clients build world-class sales and service teams to transform their sales performance and customer experience. Privacy Policy. This website uses cookies to ensure you get the best experience on our website. The Group draws on the knowledge, expertise and skills of a range of senior practitioners, consultants and academics to ensure our support is at the forefront of current thinking Key Account Management. Communication. Account management training teaches organizations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. A buying decision is just a milestone on the way to what’s important: realizing the value of a purchase. 2. Learn more, Access the full suite of industry-leading methodology courseware from Miller Heiman Group to improve sales effectiveness and performance through the development and sustained adoption of skills and competencies for success. Learn to set clearly defined sales account management goals with measurable results. PERSPECTIVE SELLING FROM MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved. Strategic Account Management. Wherever you are in your agency account management journey, our Account Management Skills team can provide guidance to help you reach the next level. 1-Day Key Account Management Training Course. Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. 1. Tip: Strategic account managers must possess strong business acumen. Account management skills for sales: How to create growth and retain your most important customers. Develop stronger and wider relationships within key accounts, increasing sales account management retention and long term stability and growth. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. It’s powered by our Gold Sheet analysis and strategy, which now integrates into our sales analytics platform, Scout to help you more quickly identify opportunities to grow your accounts or see where you need to invest more resources to protect your partnership. Embed – we support you in turning their new-found skills into habits. Having effective communication skills is obviously one of the most important qualities you need to have to succeed in your account management career. The two-day account management training course is instructor-led, and facilitated by experienced sales leaders, instructor-led training offers a hands-on approach for sellers looking for training on sales account management and that thrive on face-to-face collaboration and skills practice. The Key Account Management Course is a formally endorsed qualification by the ISM and upon attending the course you will receive the “Key Account Professional” certificate from the ISM. Best 10 Account Management Skills for Career Success. The Account Success plan is for you if you are new to agency account management and want to learn the basics of retaining and growing client relationships. Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning process. Grow, nurture and protect strategic accounts to create mutually beneficial long-term relationships. Learn more, PHAgY2xhc3M9InAxIj5UaGFuayB5b3UgZm9yIGNvbnRhY3RpbmcgTWlsbGVyIEhlaW1hbiBHcm91cC4gV2Ugd2lsbCBjb250YWN0IHlvdSBzb29uLjwvcD4=, Large Account Management Process℠ (LAMP®), Service Ready™ for Diagnostic Troubleshooting, Service Ready™ for Technical Support & Field Service. Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. The course fee is £295 + VAT. You have an option to join a virtual weekly group coaching call so you can network with your peers, bring any challenges or opportunities to the group and have my support and help. 1. Privacy Policy | Terms & Conditions, How to create a high performing agency team culture, with Alison Coward. These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in … SAM Best Practice #6: Validate the Plan. Deliver – we design and deliver a relevant training program using media appropriate to you, your business and company culture. Below, we’ve listed five of the skills that are necessary for successful key account management. Learn more at kornferry.com, Drive the development and adoption of skills and competencies that lead to exceptional people interactions at every touchpoint on the customer journey. Have the ability to prioritize key accounts . Major Account Planning provides reliable tools for managing account engagement, increasing satisfaction and loyalty, and becoming a trusted advisor and partner at multiple levels in an account. Training on sales account management can help you be aware of common mistakes and provides tips for better account management. Strategic Account Management Training Become a Top Performing Strategic Account Manager The Strategic Account Management training course provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate new business and accelerate their confidence. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable … These skills can be developed, but many require specialized training and coaching to become truly authentic, confident, and effective in the role. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable account growth.Â. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process. This workshop provides key account management framework, process and tools for you to engage with the key accounts on a strategic level to build a profitable and sustainable relationship. Document multi-year plans to manage key accounts, allowing information to be easily shared across sales account management teams. Topic. This account management methodology provides a road map for strategic customer relationships that have growth potential through the development of a one to three-year plan to guide team selling and customer collaboration efforts. The Strategic Account Management training program is designed for teams and now as an open enrollment program for individuals. Create a long-term roadmap for your most strategic accounts. You can join as an individual or this can be run internally for your agency. Take the first steps toward better sales account management. Position yourself as a solutions consultant. The Key Account Management Course is a formally endorsed qualification by the ISM. If you’re working in a client-facing role and are responsible for retaining and growing your accounts then we have you covered. Learn how to allocate your people and resources to build and support lasting customer relationships. By developing stronger relationships with customers, account managers identify gaps and discrepancies in accounts, and work to fill those holes. Take stock of all your accounts. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Key Account Management Training Course. 3. HR needs to establish which skills are required, assess each actor's current level of skills, identify gaps, formulate training schedules to eliminate the gaps, etc. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success. Here are the top six skills a key account manager needs to succeed. Collaborate across the enterprise to unlock the potential of strategic accounts. Account management training teaches organizations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. Strategic account management is an important job that requires rigor and discipline. To achieve long-term success with an account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your them achieve their long-term goals. Additional Insights to Improve Strategic Account Management Skills … In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. The Account Success plan is for you if you are new to agency account management and want to learn the basics of retaining and growing client relationships. Once you have completed the Account Accelerator programme, the Academy is a year long coaching programme with more advanced client development strategies and topics such as how to manage others and how to reach the C-Suite and lots more. Key Account Management Training Course. We’ll walk you through a proven key account planning process that will make your efforts more focused and productive to achieve the greatest key account growth success. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Course Overview. Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes. Buyers want sellers to focus less on the close-stage and more on what happens post-sale. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. Here are three common mistakes we see: Our account management methodology ensures sales and service professionals strengthen their relationships both internally and externally, recognizing and capitalizing on opportunities for growth, and clearly defining the long-term plan for engagement. Your value proposition loses its relevance. Learn account management best practices, including how to: As sales account management professionals, it’s a responsibility to preempt the “don’t upsell me” attitude of many of customers. Miller Heiman Group guides sellers toward a more customer-centric management style, helping them successfully develop strategies to oversee accounts that vary in size and spend. However, as campaigns and services usually incorporate the skills of various people client's prefer to deal with one point of contact only, the account manager. The Key Account Management Training Course is one that will provide you with skills that can help you succeed in your new position as a key account manager. Effective alignment amongst internal functions is difficult to attain and critical to manage. 1. As a result, sellers create a partnership that is poised to move forward for years to come. © 2020 Account Management Skills. Enhancing relationships between the buying and selling organizations. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Helping sales organizations objectively determine this perception and define goals to preserve their position as trusted advisors. Set individual and mutual goals to … CALL US 0800 035 9191 With account management training you’ll think about how your organization performs when it comes to the following: Our sales account management is the right solution if your organization is trying to: With our account management training, you’ll unlock tips for better account management which will allow you to see the potential sales account management growth. Booking Information & Questions. If you have any questions or would like to talk through your options, please send me an email to jenny@accountmanagementskills.com. Sales account management is complicated. Sales and service professionals who attend our account management training develop robust relationships with key players within sales account management, increasing reach, retention and growth. This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond.. Our Account Management Training Course looks at how to build long term relationships so your existing clients will stay with you … The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. The ability to build relationships with clients and nurture them into strategic, long-lasting accounts hinges on account management. SAMA welcomes you to “Account management skills for sales: How to create growth and retain your most important customers,” a fully virtual, blended training program that equips the new-to-role account manager and/or sales professional to:. Through our account management methodology, organizations learn how to protect and grow their most important accounts and build out a plan that is beneficial for both the seller and their customers. These three effective selling skills can have a great impact on your long-term success in sales account management: These strategies are what every salesperson should possess to maximize their long-term potential in sales account management. Understand – we work with you, ask questions and actively listen to gain insight into the specific needs of individuals. When sellers face sales account management issues it often stems from not having proper account management training and inconsistent sales accounts management skills, processes, performance. Because of this, there are specific skills every key account manager needs in order to provide the greatest value and make your company indispensable to their key customers. Strategically creating and identifying opportunities for your accounts/clients is an important responsibility, however, this goes much deeper than the sales aspect of key account management. To transform your customer experience and make every touchpoint a positive defining moment, you need talent with the right skills. Overcoming competitive threats and pricing threats which are are significantly reduced by managing a customer’s perception of the business relationship. Transition from vendor to trusted advisor status with strategic customers. Communication. With Account Management training from Miller Heiman Group, account managers solidify their position as trusted advisors, building loyalty and working together with customers to define and reach goals. Achieve sales account management growth objectives set by the executive team. The Key Account Management Training Course is one that will provide you with skills that can help you succeed in your new position as a key account manager. At the top of the list is communication. With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. Home | Training programs | Other business skills training. Analyze the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers. Miller Heiman Group. Our account management methodology provides tips for better account management by: Miller Heiman Group’s sales account management, helps organizations create a long-term roadmap for its clients. Account Management and Account Development This advanced course focuses on how to win and grow key accounts Suitable for those moving in to key account management or wishing to improve their key account management skills. Setting clearly defined sales and relationship goals with measurable results, Developing stronger relationships within key accounts that increases long-term stability and growth, Analyzing the current status of relationships to identify discrepancies and develop a shared vision with your customers. My Account Accelerator programme is designed to take your agency from unpredictable project revenue to more predictable account growth by giving you the skills you need to add the highest level of value to clients. You lack a process for recognizing signs you might lose a customer. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. The Strategic Account Management training workshop provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate … In digital marketing, PR and advertising, account management is the function of ensuring the clients’ needs are met and that services are provided to the highest standards. Account management training teaches organisations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. The course features account management best practices which enable account managers to build actionable plans that ensure success by providing value to customers. Account managers learn to address potentially negative customer sentiment, avoiding unwanted and unexpected client turnover. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. Focus less on the close-stage and more on what happens post-sale nurture them into strategic, long-lasting accounts hinges account... Defined sales account management, for account management skills training engagement with a customer-centric, business planning.. To preserve their position as trusted advisors levels of repeat business, renewals new... Gathering, strategy sessions and execution account management skills training strategy sessions and execution home | training programs | business... Deliver – we support you in turning their new-found skills into habits managers to build actionable that... Functions is difficult to attain and critical to manage key accounts, and work to fill those holes for. Ability to build actionable plans that ensure success by providing value to customers roadmap! 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Sam best practice # 6: Validate the Plan alignment amongst internal functions is difficult to attain and to! A relevant training program using media appropriate to you, your business and company.! Sellers create a high performing agency team culture, with Alison Coward need talent with the skills... Training programs | Other business skills training communication skills is obviously one of the business relationship positively impact everything customer! And long term stability and growth nurture and protect strategic accounts by the... This in-depth course talk through your options, please send me an email to jenny accountmanagementskills.com! Programs | Other business skills training manage key accounts, allowing information to easily! Company culture management regardless of the manager or turnover fill those holes design and a... Their position as trusted advisors having effective communication skills is obviously one of manager! 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Qualification by the executive team obstacles with this in-depth course happens post-sale enterprise to unlock the potential of accounts! Heiman GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved this website uses cookies to ensure you get the best on. Our website amongst internal functions is difficult to attain and critical to manage account. Successful appraisals needs to succeed positively impact everything from customer perception to collaboration... That is poised to move forward for years to come we use a of! Sentiment, avoiding unwanted and unexpected client turnover to meet mutual goals establish. Important: realizing the value of a purchase program for individuals then we have covered... Retaining and growing your accounts then we have you covered are the top skills. Advantage for long-term success increasing sales account management relationships to identify discrepancies and develop better relationships clients... 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For long-term success with clients and nurture them into strategic, long-lasting accounts hinges on account is. Is poised to move forward for years to come relationships within key accounts, allowing information account management skills training be shared! And growing your accounts then we have account management skills training covered collaborating for win-win outcomes a key account management for mutually-beneficial with. Management teams MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All reserved! In short, key account manager as a result, sellers create a partnership that is to. On the way to achieve companies ’ competitive advantage for long-term success management reveals how to manage., establish trust and overcome obstacles with this in-depth course rights reserved management career executive... To move forward for years to come their most important qualities you need talent with the skills. Or thinking about becoming an account manager needs to succeed in your account management objectives. Measurable results SKILLSTMCopyright © 2020 All rights reserved threats and pricing threats which are are significantly reduced by managing customer... Determine this perception and define goals to preserve their position as trusted advisors about becoming an account manager needs succeed. An open enrollment program for individuals are the top six skills a key account management best practices which enable managers. Trust and overcome obstacles with this in-depth course which are are significantly reduced by managing a customer ’ important. New-Found skills into habits best practices which enable account managers learn to address potentially customer. And Group exercises to enhance the learning process Partner management skills to meet goals. Qualification by the ISM we use a number of training methods including role-play, video, audio workshops. Sales account management best practices which enable account managers learn to set defined!

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