Strategic Account Management

Maximize your revenue potential by taking a more strategic approach with major key accounts.

Ideal for sales professionals that want to further penetrate key accounts, develop long-lasting client partnerships, and create more strategic territory plans for better prospecting. This is an optional year 2 program to advance the sales skills of your team.

You’ll move from credible to incredible by learning and applying these strategies:

  • Evolve to become an indispensable strategic partner to your clients.
  • Reduce competitive threats and strengthen client retention.
  • Gain clear expectations of the multiple roles you play as a key account representative and define what it takes to be successful.
  • Maximize the return generated from every minute you invest in managing your accounts.
  • Develop realistic and achievable goals and forecasts that support your territory planning.
  • Conduct detailed market and industry analyses, leveraging five separate criteria and additional tools.
  • Use a matrix rating system to categorize potential accounts and prospect more effectively.
  • Build a winning territory plan, with specific strategies and timelines to keep you on track.
  • Build a detailed account profile of one of your key accounts.
  • Conduct an analysis of your current accounts to discover how to implement positive change and increase profit margins.

Course Delivery

This program can be delivered to your Team as a 2 day program, with follow-up 1-3 group coaching sessions.

Customized for your team & your clients by creating a Strategic Account Plan for 1-3 key clients.

A minimum of 10 participants are required.

This is an advanced sales training program to make you a more strategic and profitable sales professional. The program is focused on building a territory plan designed to generate more opportunities from existing key accounts and strategically approach new targeted prospects.

This program is designed to help you establish holistic, value-based partnerships with your key accounts, optimize your penetration of those accounts, and maximize the revenue and profit they generate for you and your company.

This program is ideal for sales teams who are managing several key and/or National accounts with business growth potential.

“Our account managers were able to strategize, document and create an action plan with their top 3 clients to grow their business significantly during the next year. Well worth it!”
Corey Smith , President & CEO Noralta Lodge