Account Management and Development

To be successful in today’s competitive sales world, sales professionals must work smart and target the right customers. Account Management and Development provides sales professionals with the knowledge and skills to plan effectively and use their time in the field advantageously.

Course Outline: Module 1: The Importance of Sales Planning

During this module, we discuss the importance of sales planning and working strategically with accounts. The module outlines the characteristics of high-performing salespeople and presents the steps in the process of effective account management and development.

Module 2: Targeting the Right Customers

This module identifies a process to target those customers with the highest potential for business opportunities. The module also outlines how to develop a target account profile that determines whether the customer is a “strategic fit” with your organization

. Module 3: Developing Contacts

Within this module, participants learn to identify key contacts in each target account. We address different buying roles, how those roles affect the buying decision, how to assess what is important to the customer, and how to provide value.

Module 4: Managing the Sales Process

During this module, we introduce the concept of a sales pipeline and how the various steps relate directly to the sales process. We also identify specific activities required to facilitate the buying decision.

Module 5: Implementing Sales Strategies

This module outlines how to develop and implement strategies to generate additional business with both prospective and existing customers. In addition, the module discusses the importance of sharing best practices related to strategic account planning.

Performance Outcomes:

  • Effectively target the right customers.
  • Identify key contacts and determine their role in the buying decision.
  • Develop sales strategies to increase business with new and existing customers.
  • Apply a sales development tool to outline the account strategies and tactics needed to increase their sales.

Course Length:

One day

Includes:

Participant materials and development tools

Instructor-Led Courses

StarQuest's instructor-led courses are interactive, challenging and effective, incorporating a variety of learning tools that bring life and richness to the classroom setting.

The following outlines the core topic areas for our leadership, management and sales curriculum. All courses are customized for your organization and are delivered on-site by professional facilitators.