meta-morphose launches Key Account Management Training!

23 November 2009 |

"As an experienced sales person, you reach a point where you start thinking what's next?" Jonathan Charlesworth, Key Account Manager.

Key Account Management Training is so important at this stage because the transformation from commodity seller to business partner at times can seem illusive and as hard as you try to unearth more opportunities from within your customer base, you keep getting the same answers.

Any Sales Person who wants to grow their existing business along with the strategic approach on developing new business needs to seriously think about investing their time in this Key Account Management Training.

Based on the principle that 80% of a company's revenues are most likely to come form just 20% of its clients, Key Account Management focuses on those that are considered to be most important to the long term success of the business.

As well as a sound knowledge of a clients operation and organizational dynamics, Key Account Managers also need to understand the business environment and the strategic thinking behind likely future decisions and the needs and attitudes of those who will make them.

The course covers all the elements of a proactive account management role, specific situations encountered and the criteria for success.

Course Outline
• The skills needed to manage key accounts effectively
• The knowledge needed to ensure a sustained competitive advantage
• The factors to make you a 'partner' and not merely a supplier
• Multi-level contact strategies
• Account development plans
• Sales physcology and buying behavior

Key Account Management is not just a different way of selling. It's a different way of organising your whole approach to customers. The buying process has become more complex making it more important than ever to network within the account.

"Any organisation's key accounts are its life blood and should be seen as the route to profitable key supplier status. A pharmaceutical company who undertook this training found their biggest revelation was that key accounts should be managed by the organisation rather than a sole sales person." Tom Phillips, Managing Director, Training, Learning and Progress LTD