Lead Generation

Opportunity Qualification

Presentation

Negotiation & Closing

Account Management

Key Account Planning

Large accounts are grown, not sold. They’re grown through thoughtful, intelligent planning and steady execution. Most experienced Sales Reps will be able to anticipate which of their accounts can become whales, but it takes a skilled, committed, and dedicated Rep to actually make that happen.  

In this planning-focused module, we roll up the sleeves with participants to guide them through a Key Account Planning workshop that includes selecting their Key Account(s), understanding and assessing the health of an account, measuring competition, identifying and mapping key personnel and stakeholders, and developing a comprehensive enterprise plan for that account. Participants will leave this training with a completed Key Account Plan and a mandate to start executing it.

COURSE DETAILS

Live training format

4 lessons

6 Hours completion time

Individual Coaching included

After completing this course, you will be able to:

  • identify the Key Accounts in your sales territory 

  • create, explain, and defend your Key Account Plan in front of a panel of reviewers 

  • start executing your Key Account Plan immediately 

COURSE CURRICULUM

1.

Key Account Selection

  • What is a Key Account? 

  • Exercise: Key Account selection 

Stephen Gonzalez

2.

Understanding The Account

  • SWOT analysis 

  • Our account footprint 

  • Competitive landscape 

  • Contact Mapping 

Kevin Legg

3.

Creating An Account Plan

  • Objective Setting and Prioritization of Objectives 

  • Business Development planning  

  • Relationship Management planning 

  • Customer Success planning 

  • Internal resources and stakeholder alignment 

Stephen Gonzalez & Kevin Legg

4.

Finalizing The Key Account Plan

  • Exercise: Create a Key Account Plan using the SAGE Key Account Plan Template 

  • Exercise: Present your Key Account Plan to a panel of internal stakeholders 

  • Incorporate feedback, make revisions, and obtain internal sign-off 

Stephen Gonzalez & Kevin Legg