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.
Live training format
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