Sales and Account Management

Overview
The customer buying cycle has changed dramatically thanks to digital technology, with buyers in the sales process becoming more knowledgeable than ever before. Sales professionals now find themselves being engaged later and later into the decision making process, often with many challenges and obstacles to navigate in order to close the sale. In this Sales and Account Management training course we focus on live challenges that affect the businesses we work with, providing real solutions that can be taken back to the workplace and implemented immediately. Ensuring the training is embedded and makes real change to our delegate’s skills base. 

Using best practice techniques will ensure a steady flow of new business in both Sales and Account Management. Ensuring your sales targets & key accounts are professionally managed is essential for maximum profitability to be achieved. Today’s Account Manager needs a clearly defined, timely and dynamic approach to the planning process, not just for the present but especially for the future. This programme looks at key, strategic and operational processes that will enable delegates to get the account management strategy right and develop the skills needed to do it.

 

Who should attend
Anyone involved in sales or account management looking to develop their skill base to take into account the impact digitalisation is having on customer choice. It would also benefit those newly into a sales role who may be looking to develop "best practice” techniques.    

 

Learning Outcomes

• An introduction to todays sales and sales processes;
• Manage your sales structure – Best practice
• Developing a sales foundation and understand how to shorten the sales cycle
• Better outline your value proposition 
• An understanding of key account management strategic principles and practice;
• Techniques for achieving your account goals and objectives;
• A tool kit of practical ideas to manage and develop your key accounts to their full potential.