For more than 10 years, StarQuest Learning has worked to develop people in the areas of leadership, sales, and customer service.

Our innovative approaches to people development result in more learning, faster, with better retention of knowledge and greater returns on investment.

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Account Management and Development

Outline:
Module 1: The Importance of Sales Planning
In today's competitive sales world, sales professionals must work smart and target the right customers to be successful. Sales development activities must be both strategic and tactical. 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 within each target account. We will also 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. The module discusses the importance of sharing best practices related to strategic account planning.

Performance Outcomes:
As a result of this course, participants will be able to:

·  Effectively target the right customers

·  Identify key contacts and determine their roles in the buying decision

·  Develop sales strategies to increase business with new and existing customers

·  Apply a sales development tool to outline account strategies and tactics needed to increase sales

Course Length: One day

Includes: Participant materials and development tools