Description

Key Account Management (KAM) for Beginners.  So, you're a good salesperson but you've now made the leap into key account management and want to know how to make it all work. Managing key accounts is different to just selling. The skills of selling can be transferred to this new discipline but it is vital to understand the differences? 

How does selling differ from negotiation? 

How good are you selling through rather than to an organisation? 

Who are your key accounts? 

Can you map your key contacts, influencers and champions? 

How good are your contacts and what are your networking skills like? 

How can you maximise your time with the right accounts? 

Who else should you get involved? 

These are some of the questions to address when turning people into rounded account managers.

This programme will demonstrate how to:

Target key accounts and prioritise time

Negotiate rather than sell

Map existing accounts and contacts within them

Create contacts throughout the key accounts and within your company

Know the motivation of non-buyers

"Network" the key accounts you have

"Network" your own company

Use key accounts for product development

Manage your key accounts for short and long term profit

Build defences around your key accounts

Develop individual strategies for close partnership relationships

Manage your own time with key accounts

We will cover:

The difference between sales and account management

Personal skills / inventory assessment

Tracking your key accounts

Managing your key accounts

Finding your "key" key accounts

Involving all key people at the account level

The motivation of the buyer and the non-buyer

Ensuring your own team are fully involved

Putting together key account incentives

Building products and services through an account

Managing for the long term

Defending the account

New account search activity

Researching the market

Marketing activities

Negotiation skills

Time management skills