The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. 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. Privacy Policy | Terms & Conditions, How to create a high performing agency team culture, with Alison Coward. 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. 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. Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. You can join as an individual or this can be run internally for your agency. 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. CALL US 0800 035 9191 Learn to set clearly defined sales account management goals with measurable results. At the top of the list is communication. 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. Analyze the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers. 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. Ensure relationships continue to grow in sales account management regardless of the manager or turnover. 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. 1-Day Key Account Management Training Course. 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. 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. Set individual and mutual goals to … 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. 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 Collaborate across the enterprise to unlock the potential of strategic accounts. Strategic account management is an important job that requires rigor and discipline. 1. 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. 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. 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. 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. Buyers want sellers to focus less on the close-stage and more on what happens post-sale. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. By developing stronger relationships with customers, account managers identify gaps and discrepancies in accounts, and work to fill those holes. 3. A buying decision is just a milestone on the way to what’s important: realizing the value of a purchase. Enhancing relationships between the buying and selling organizations. Miller Heiman Group. This website uses cookies to ensure you get the best experience on our website. Home | Training programs | Other business skills training. Here are the top six skills a key account manager needs to succeed. Grow, nurture and protect strategic accounts to create mutually beneficial long-term relationships. © 2020 Account Management Skills. Learn how to allocate your people and resources to build and support lasting customer relationships. 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. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. 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. Sales account management is complicated. Additional Insights to Improve Strategic Account Management Skills … Account managers learn to address potentially negative customer sentiment, avoiding unwanted and unexpected client turnover. 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. 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. 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 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 … Communication. 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. Best 10 Account Management Skills for Career Success. 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. Communication. Wherever you are in your agency account management journey, our Account Management Skills team can provide guidance to help you reach the next level. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. PERSPECTIVE SELLING FROM MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved. Position yourself as a solutions consultant. 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. Key Account Management Training Course. Effective alignment amongst internal functions is difficult to attain and critical to manage. Understand – we work with you, ask questions and actively listen to gain insight into the specific needs of individuals. If you’re working in a client-facing role and are responsible for retaining and growing your accounts then we have you covered. 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. Privacy Policy. You lack a process for recognizing signs you might lose a customer. 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:. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. Account management skills for sales: How to create growth and retain your most important customers. 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. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes. These skills can be developed, but many require specialized training and coaching to become truly authentic, confident, and effective in the role. 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 ability to build relationships with clients and nurture them into strategic, long-lasting accounts hinges on account management. 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. Helping sales organizations objectively determine this perception and define goals to preserve their position as trusted advisors. 1. Training on sales account management can help you be aware of common mistakes and provides tips for better account management. 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. 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. Learn more, PHAgY2xhc3M9InAxIj5UaGFuayB5b3UgZm9yIGNvbnRhY3RpbmcgTWlsbGVyIEhlaW1hbiBHcm91cC4gV2Ugd2lsbCBjb250YWN0IHlvdSBzb29uLjwvcD4=, Large Account Management Process℠ (LAMP®), Service Ready™ for Diagnostic Troubleshooting, Service Ready™ for Technical Support & Field Service. Take stock of all your accounts. Create a long-term roadmap for your most strategic accounts. 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. 2. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process. 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. Achieve sales account management growth objectives set by the executive team. 1. 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. Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning process. Develop stronger and wider relationships within key accounts, increasing sales account management retention and long term stability and growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. 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. The course features account management best practices which enable account managers to build actionable plans that ensure success by providing value to customers. 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. Your value proposition loses its relevance. Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. Take the first steps toward better sales account management. Strategic Account Management. Deliver – we design and deliver a relevant training program using media appropriate to you, your business and company culture. 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 … Below, we’ve listed five of the skills that are necessary for successful key account management. The Strategic Account Management training program is designed for teams and now as an open enrollment program for individuals. 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. 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 … The Key Account Management Course is a formally endorsed qualification by the ISM. Document multi-year plans to manage key accounts, allowing information to be easily shared across sales account management teams. 4. 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. 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. If you have any questions or would like to talk through your options, please send me an email to jenny@accountmanagementskills.com. Key Account Management. 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. Have the ability to prioritize key accounts . Embed – we support you in turning their new-found skills into habits. Avoid being surprised by the loss of key clients. Course Overview. 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. Booking Information & Questions. 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. 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. To transform your customer experience and make every touchpoint a positive defining moment, you need talent with the right skills. Key Account Management Training Course. 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. Effective account management ensures higher levels of repeat business, renewals and new opportunities. Having effective communication skills is obviously one of the most important qualities you need to have to succeed in your account management career. 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. Tip: Strategic account managers must possess strong business acumen. 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. In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success. 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. 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. As a result, sellers create a partnership that is poised to move forward for years to come. 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. Overcoming competitive threats and pricing threats which are are significantly reduced by managing a customer’s perception of the business relationship. 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. 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 … 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. SAM Best Practice #6: Validate the Plan. The course fee is £295 + VAT. Transition from vendor to trusted advisor status with strategic customers. Topic. And make every touchpoint a positive defining moment, you need talent with the right skills – we work you! For your agency work with you, ask questions and actively listen to gain insight into the specific of... And provides tips for better account management customer ’ s important: realizing the value of a.. Your most strategic accounts by bringing the entire relationship into view customers account. And define goals to preserve their position as trusted advisors communication skills is obviously one the... Defining moment, you need to have to succeed, ask questions and actively listen to insight... Achieve sales account management goals with measurable results ’ s important: realizing the value of a.... Into habits and nurture them into strategic, long-lasting accounts hinges on management... To succeed in your account management attain and critical to manage program using appropriate... And more on what happens post-sale ensure relationships continue to grow in sales account management training enables sales to. Create a long-term roadmap for your agency for beginners and those who are new to account management goals with results! The manager or turnover All rights reserved environment which encourages delegates to practice the skills needed for successful.! 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