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Harvest | Sales Academy
2. Account Development Planning
Developing Customer Account Strategy Good Account Strategy encompasses several factors that combined and executed well, are proven to succeed. These include understanding your clients’ industry, finding their problems and not just their needs, identifying collaboration opportunities and, great customer relationship management.
Audience National Account Managers, Key Account Managers, Sales Managers and Business Development Managers. Duration This is tailored design, and our programmes can run between 2 and 4 days, depending on whether all or some aspects of Account Strategy and Planning are required.
This programme is for sales leaders and their teams to: •
Achieve sales targets through strategic client relationships and focussed sales and non-sales metric-based activities • Build a partnership of understanding with client organisations to ensure that every interaction is adding value • Prioritise customers and sales activities within the customer account strategy • Build a focussed and value-add customer account plan
Core Content Customer Analysis
• Selection criteria for key accounts and defining all account types • Understand the account context within the market and your organisation • Assess and benchmark your accounts against stated criteria • Understand how to prioritise customers – the Customer Portfolio Matrix • Understand your position within the account
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