We like to offer you some ongoing support. The Certified Key Account Management training course is designed for Key Account Managers, customer advisors and newcomers to the field of sales as well as graduates that want to extend or deepen their qualifications in the disciplines of distribution, consumer behaviour, category management and … Topics covered: account strategy planning, partnership selling, application selling and managing activities for major accounts versus general accounts. Upon attending the course you will receive the “Key Account Professional” certificate from the ISM and a CPD certificate. Effective account management ensures higher levels of repeat business, renewals and new opportunities. Key Account Management is a strategic approach distinguishable from account management or key account … A position as a key account … Become an expert on the account members. Through IGD’s Successful Account Management virtual workshop, you will learn what is required to build and manage successful customer relationships. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts against competitors. "RAIN Group took the time to understand us. Chiesi Yordan Radev, Senior Marketing Expert/Key Account Manager - Bulgaria - November 2020 (live online course) After we have delivered your programme we do not just shake hands and take your money. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied. Account Analysis & Prioritising – Who & What Comes First? This essential GL O MACS Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. >>. The course fee is £295 + VAT The Key Account Management Course is a formally endorsed qualification by the ISM and … The Strategic Account Management training course provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate new business and accelerate their confidence. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. - Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran. Even a small improvement in performance will justify attending the training many times over. Please click on BOOK NOW below to reserve your place. Be exposed to the latest thinking in key account management. This diploma course is available through any device with an internet connection, and in addition to the course, … Keep your sales training capabilities in-house. Next, it is important that salespeople adopt a shared account … Where do the skill gaps in your team lie? This key account management online / video training was created especially for key account managers. Offered by West Virginia University. "Master Certificate(s) in Management" based on each individual lesson within the course. Key Account Management Course Outline. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. It should be used to ensure the long-term development and retention of strategic customers. Included Online Courses We work with you to define and track the metrics that are most important to you (e.g., account growth, opportunity growth, profitability, etc.). Account management should not simply be about ‘maintaining’ or ‘farming’ an account. The Association is made up of leading academics and practitioners. Expand all sections. This training session is a ‘how to’ guide for all FMCG account managers new to the role or industry, those looking for … Key account management program introduction 14 lectures • … Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI. We're experts at designing and delivering bespoke development programmes for key account managers who want to be seen as Valued Professional Partners or Trusted Business Partners.. Our tried and tested ISM endorsed Key Account Management … Not all accounts are created equal. It costs 6-7 times more to acquire new customers than it does to retain existing ones. ISM endorsement is the industry recognised benchmark for high quality sales training programmes. Become an expert on the account members. Certificate in Key Account Management (Online Training) 09 - 11 March 2021. We can help you, Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Click here to download the program overview. 7 Different Key Account Management Definitions. They didn’t just provide cookie-cutter training programs, but instead learned our culture, our goals, and our people to provide advice and training that really made a difference. The KONA Group do NOT run generic, off the shelf, ‘by the manual’ Key Account Management Training courses, delivered by theoretical trainers or academics. Use the matrix below to determine the type of key account management that will fit each client. The course is also CPD Certified (Continuing Professional Development) and after attending the course you will receive a CPD Certificate at no extra cost. We’ll help your team select the right accounts with the greatest opportunity for growth. The Association is supported by a … Key account strategies matrix (Click on image to modify online) 3. Online and virtual delivery courses are now available. The cause of this generalised pattern is multi-faceted, resulting from varying client size and proportion of sales and revenue. This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond. Your team will learn how to lead a Value Lab, a systematic and repeatable process for driving customer value. We see companies leaving account growth opportunities on the table every day. As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. This one day Key Account Management course will take you through some of the key concepts and techniques used by KAM executives to generate sales and build a … Bigger doesn’t always mean better. This is an online course, which allows anyone who takes this course to study in their own time and at a pace that is comfortable for them. What’s the definition of a key account within your business? It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. With RAIN Group Key Account Management training, your team will learn a proven process for key account planning to systematically grow their accounts. Attend in-person or online live training through SAMA Academy, get customized training & consulting (live or virtual) and earn the world’s only certification for strategic and key account … This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond.. Our Account Management Training Course looks at how to build long term relationships so your existing clients will stay with you … We can help you design KAM processes and structures to capture these opportunities. Management is a rewarding but challenging position and with the training … Why You Should Attend This Course: Today’s clients are becoming more demanding and complex in the dynamic changing marketplace. In our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, we found the #1 priority cited by sales leaders is increasing business with existing accounts. 1-Day Key Account Management Training Course. Conduct group trainings for this course in your company. Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards. Course Covers: Recognise which customers are key accounts; Understand the scope of the key account management role; Recognise the stages of a key account relationship; Develop a strategic key account plan; Identify the potential in your customers; Use professional business analysis tools; Develop internal teams to meet the needs of key accounts Strong customer relationships lead to repeat business, account growth, referrals, and greater margin and revenue. As it is the role of the key account manager to nurture and foster the relationships with your most important customers and, in larger companies, m … read more Our Account Management Training Course looks at how to build long term relationships so your existing clients will stay with you for longer, spend more with you and are open to cross and up-selling opportunities which are “sold in” through the excellent relationships that you have with them. The one day Key Account Management training will give the right inputs to identify, nurture, grow and maintain profitability within the selected key accounts. The Association for Key Account Management is an independent non-for-profit professional body founded with the aim of sharing research, learning and experience. Don’t push products, sell solutions. This course is all about … Customize lessons and environments for your company. If you manage a business, or deal with high-value customers, this outstanding key account management training program will deliver immediate results by showing you how to protect and grow your key accounts. Improve new hire ramp-up. The development of an individual customer game plan that will include: How to create a written strategic key account management plan, including goal setting; How to grade your customers for retention and opportunities; What customers want at account … BUSINESS The following Business qualifications will assist you to develop the skills for employment in business administration and office support roles. Key Account Management Training Certification This course is excellent for first-time and new appointments as key account manager. What’s your role as a key account manager? Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. Benefit from peer group input, challenges and support. It is 6 to 7 times harder to convert a new customer than to sell to an existing one. Account Management and Strategy Best Practices. Introduction to the Key Account Management Training Course. Course content. OVERVIEW. Overview. This essential GLOMACS Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. With our core two-day Key Account Management workshop, suite of online programs, and other components of the RAIN Group educational system, you and your team will be able to: We take a blended approach to learning that results in real behavior change. As part of your KAM strategy, you’ll want to ensure that you have a firm grasp on the key players within an account. Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. 1-Day Key Account Management Training Course. Think about your own organisation for a moment and what you class as... 7 Habits Of Highly Successful Key Account Managers. Drew dives into the basics of key account management, explaining what it is, why it's important, and how to tackle the key account management … This is the optimal people management skills training … Our programs include a mix of delivery options and components, including: Bring key account management training on site with live workshops for sellers, account managers, and sales managers. Inspirational team leader and Disciplined project manager. Trusted adviser. Online and virtual delivery courses are now available. Register Online * Cancellation Policy : Any changes or cancellations to a training class less than 7 days prior to the scheduled dates will result in a charge equal to 100% of the class fee. Key Account Management courses will enable you and your organisation to: Improve your knowledge, skills and confidence required for managing strategic accounts effectively. IN-COMPANY TRAINING . This course is desinged for sales persons who will be working in with long sales cycles to large organizations. To be effective, the modern day key account manager has to combine the skills of: Strategic seller. We look at managing the sales process and examine the possible influences within corporations and government departments. Train a geographically-dispersed sales force. At the same time, selling more to existing accounts is one of the most profitable ways to grow sales. KONA customise will every Key Account Management Training … That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. With our core two-day Key Account Management workshop, suite of online programs, and other components of the RAIN Group educational system, you and your team will be able to: Build strategies and plans to grow your key accounts Select accounts … Understand your present-day strengths and weaknesses through SAMA's Individual Competency Assessment and then chart an individualized training regimen based on the results. Home » Sales Courses » Key Account Management Training. The Key Account Management Course is a formally endorsed qualification by the ISM. Start with Your Strategic Accounts, Essentials of an Effective Account Planning Tool, Research: Top Performance in Account Management, We see companies leaving account growth opportunities on the table every day. Develop and apply a strategic key account plan for a specific customer. RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning. The two-day account management training course is instructor-led, and facilitated by experienced sales leaders, instructor-led training offers a hands-on approach for sellers looking for training on sales … Sales Managers, CEO who wants to learn KEY Account Management Program; Show more Show less. 4 February 2021 Manchester - £295 + VAT 10 Places Left, 23 February 2021 Central London - £295 + VAT 10 Places Left, 18 March 2021 Coventry - £295 + VAT 10 Places Left, 20 April 2021 Manchester - £295 + VAT 10 Places Left, 13 May 2021 Heathrow - £295 + VAT 10 Places Left, 18 May 2021 Central London - £295 + VAT 10 Places Left, 27 May 2021 Central London - £295 + VAT 10 Places Left, 23 June 2021 Coventry - £295 + VAT 10 Places Left, Prioritise, Plan, Manage & Maximise The Profitability Of Your Key. In this highly-interactive course participants will learn the skills to become a top performing Strategic Account Manager … Sellers need an account management strategy to manage and grow existing accounts. Even a small improvement in performance will justify attending the training … Accessible wherever your account managers are, these vILT sessions address key account management topics and strategies relevant to your team. This essential GLOMACS Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. We’ll certify your delivery staff so you can deliver training on an ongoing basis. Key account strategies matrix (Click on image to modify online) 3. Here are some more open courses that we run throughout the UK. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts… Included within the cost are the following unique support options that are available to you. Most sales-focused companies spend an inordinate amount of time and money acquiring new customers whilst they’re losing existing customers. This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond.. Our Account Management Training Course … Key account management is high profile, but difficult to do well. of companies believe they are ineffective at maximizing sales to existing accounts across capability areas. So let's get started. Feedback From The Last 88 Sales Professionals Who Attended This Course. Training is customized based on your KAM maturity, industry, company, and solutions. Key Account Management – What Does It Take To Succeed? However, few companies are able to systematically grow their accounts. I'll explore the best way to select key accounts, hire and train key account managers, and how to implement programs that will make your company an indispensable partner. It was a very big pleasure to learn the newest ideas in these topics from clever and motivated specialists. As part of your KAM strategy, you’ll want to ensure that you have a firm grasp on the key players within an account. Find training in the area of Key Account Management in London in the list of courses below. This course is designed for: - Existing account managers - Directors and managers responsible for introducing or implementing key account strategies - Senior sales staff and sales staff being trained to take on a key account management role - Customer focused managers from other departments who have responsibility for interfacing with customers as part of an account management team In this course, marketing professor Drew Boyd shows you how to determine who your key customers are, and a strategy for managing your customers and your organization. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. So, what exactly is a Key Account? Developing effective Key Account Management skills is increasingly important in today’s highly competitive markets. The course is a formally endorsed qualification by the Institute of Sales Management and upon attending the course you will receive the “Key Account Professional” certificate from the ISM. Course Overview. Online Training. For more information and group discounts, call +971 4 408 2864 or email a.watts@informa.com. Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. In this course, I'll share with you how and why to set up a key account management program and why it's a separate activity from your sales function. Networker. We’ll walk you through a proven key account planning process that will make your efforts more focused and productive to achieve the greatest key account growth success. These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in turn increasing business performance and … Reinforce skills. This two-day Key Account Management training course focuses on maximising the potential of key accounts and sales professionals that are critical to an organisation’s success or failure. Take the first step to learn how our Key Account Management training can help you increase revenue through growing existing accounts. It is a high level course for creative people who would like to develop their account management. You can develop Key Account Program if you get this course. Learn More About Our Key Account Management Training Courses With Some Of Our Popular And Relevant Blogs. Course Overview. Bespoke Key Account Management Course. Effective communicator. Even a small improvement in performance will justify attending the training many times over. The skills, knowledge and behaviours you need to be successful, Maximising business opportunities – how to research, gather intelligence and analyse your clients for revenue potential, Investment versus return – work out who to spend your time on and what the pay off is, SWOT analysis on your client accounts – strengths, weaknesses, opportunities and threats, Creating your hit list based on account potential, How to develop a key account over the long-term, Setting goals for each key account – short, medium & long term, Creating an account “touch point” strategy – face to face, telephone, email, social media, Account mapping – how to create the structure of each account – decision makers, influencers etc, How to structure and run an account review meeting, Influencing multi-level contacts of an account, Understanding the transition from supplier to partner status, The Trusted Advisor – how to add value over and above what you sell, Managing the “in-between time” – how to stay in contact without bugging your clients, Servings of tea and coffee throughout the day, ISM “Key Account Professional” certificate & CPD certificate, Unlimited email and telephone support from your trainer after the course. Our learning system ensures that training is reinforced over time. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Who is most likely to succeed in an account management role? The Key Account Management Course is a formally endorsed qualification by the ISM and is also CPD Certified. Creating a key account strategy is critical for business growth. The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts. By completing AIM's Key Account Management, you will receive a certificate to recognise the high standard of learning and skill development you have attained. Our free online management courses will teach you effective communication skills and strategic management techniques as well as how to effectively handle change to cope with a period of transition. High performing organizations are aware of the increasing importance of key accounts management (KAM) to penetrate partners’/customers accounts and to build stronger strategic alliances for business sustainability. >>, Strategic Account Management online learning program, Build strategies and plans to grow your key accounts, Select accounts with the greatest growth potential, and stop wasting their time on those with low potential, Develop enterprise-level relationships and foster those relationships for the greatest success, Lead Value Lab sessions internally and with accounts for value discovery, connection, and co-creation, Construct a key account team poised to maximize success, Identify needs from the buyer’s perspective, strengthening and deepening your ability to create value, Craft strategies to protect accounts from competitive threats, Set the agenda and get your project at the top of the buyer’s priority list, 110% year-over-year growth in the named accounts where RAIN Group’s strategic account method was applied, Sales grew from $250,000 to $3.5 million in a single account. Key Account Management (KAM) is based on a simple rule that 80 percent of an organisation's skills come from 20 percent of it's clients. If you’re on the look out for a key account management training course, I run both in-house and public training. Since this course is so flexible, you should have no problem finding time to study, which means you will not have to sacrifice work to achieve your dreams in business. Your account managers will learn how to strengthen their relationships and protect accounts from competition. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Professional negotiator. Key metrics include: Click here to read the full case study. What the course will cover. 3 sections • 17 lectures • 1h 37m total length. Set individual and mutual goals to … Who is most likely to succeed it should be generating at least %... 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