Sales Training

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

Key Account Selection

What is a Key Account?
Exercise: Key Account selection

Stephen Gonzalez

Understanding The Account

SWOT analysis
Our account footprint
Competitive landscape
Contact Mapping

Kevin Legg

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

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

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