Key Accounts Sales Management
Duration: 2 Days

Delivery methods:
Self-discovery and critique
Group exploration and facilitator led discussions
Practical exercises 
Best practice theory exploration

Overview: 
The success of a sales professional depends on how efficiently and effectively they can manage their sales key accounts. It is important to build strong sales pipelines and advance sales opportunities with a focus on growing relationships with key and high potential customers.
Field sales people are accountable for the quality, direction and quantity of the sales activity within their territory. How well they can plan and manage this will ultimately decide their overall performance. When key accounts are managed properly, strategic or key customer relationships are grown through account plans. When the key accounts are structured using business planning and exploring, they grow proactively. 
This training programs introduces a simple five step process to properly manage key accounts. The process guides participants through setting strategic sales goals based on close analysis of their key accounts, scoring customers for their potential, applying best practice account management routing/coverage patterns, and evaluating their results.

Course objectives:
By the end of this training course participants will be able to:
Use a structured step by step approach to plan sales activity within their key accounts.
Explain the criteria for determining real customer potential.
Determine key accounts potential and assess strengths, weaknesses, opportunities, and threats within them.
Set strategic objectives and goals for their sales key accounts.
Explore best practice account management routing patterns for efficient and effective coverage.

Target audience:
Account Management Sales Persons 

Course Outline
Introduction: Quantity, Direction and Quality of Sales
My circles of influence and concern: quantity, direction and quality 
Being efficient and effective
Introduction – the five step Key Accounts Management planning and routing
Step 1: Key Accounts Analysis
Key Accounts competition analysis
Key Accounts potential analysis 
Key Accounts SWOT analysis 
SWOT analysis skill practice activity

Step 2: Customer Potential Analysis and Scoring
Key customer potential concepts
What makes a customer “attractive?”
Collecting information about customer potential
Calculating real customer potential

Step 3: Strategic Key Accounts Objective
Why set goals and objectives?
Setting strategic sales goals for your key accounts
Making sure your goals are SMART

Step 4: Key Accounts Routing and Coverage Management
What are Key Accounts routing patterns?
Accumulating effort across your Key Accounts
Defending your Key Accounts
Using territory routing software

Step 5: Measure, Evaluate and Take Corrective Action Where Needed
Measuring and evaluating performance  
Taking corrective action
Common sales activity time traps

Wrapping Up
Lessons Learned
Completion of Action Plans and Evaluations