Sales Training

Strategic Account Management 1

Strategic Account Management is a strategy focused on the top revenue-generating accounts. With this strategy, the top 20% generate 80% of the annual revenue. For continual growth and optimal effectiveness, sales representatives must identify their target accounts that have the potential to move into the top tier of revenue-generators. Identifying such accounts is the first step in the process to set proper priorities for nurturing and growing accounts. Equally as important, is providing their managers with techniques to manage the Strategic Account Management Strategy so that they in turn, can hold the sales representatives accountable.

After key and target accounts have been defined, the sales representative must identify the needs of the customer in order to find a solution to meet those needs. The customer needs analysis approach results in:

Individual coaching sessions will be conducted to help each sales representative manage and grow their key account portfolio.

During this workshop, participants will learn to: