|Face-to-Face||Starts September 20, 2021||4 days|
For simplicity, we are going to refer to all of them as key account programs, and the people who are responsible for each account as key account managers
Key account managers need to fully understand the buying motivators of each member of the Decision-Making Unit (DMU). They must ensure that all functions in their organisation are communicating the right messages to the right people at the right time. Improving cross-functional relationships is key to the development of the communications and sales matrix, which enables the organisation to take full advantage of the opportunities for peer to peer selling.
The struggle is that many key account programs generally do not demonstrate the volume growth that companies expect. Why is that happening? This course is designed and delivered by some of our best minds and experienced in business analysis and advisory services for unravelling the paradox surrounding key account management and its strategic programmes.
Delivered over a period of four full days, delegates are totally immersed in series of specialized strategy sessions dedicated to reviewing some of the best key account management programmes and reviewing their application to the need and peculiarity of specific customers.
Delegates will learn how to create tailor-made programmes with features that can be varied from time to time to address the dynamic motivations of the different decision-making members of the different types of key accounts. This course is structured as a mix of training classes supported with intense coaching sessions that all attempt to help delegates to break down the issues and hone their skills at high-level engagements that create a real and lasting partnerships between their organisations and the key accounts.