Whatever the reasons for the existence of your company's “key account” program, your key account managers will have to develop their customer management and relationships in a structured way, so as to be a key person in the concrete delivery of value to enable their customers to be better in their markets. This is what is known as “strategic selling”, because its aim is to move a company from the status of supplier to that of strategic supplier/partner, which changes everything from the point of view of sales growth, margins and customer loyalty. At the same time, players will have to change their attitude, moving from the role of salesperson to that of advisor. This implies changes in postures, attitudes and best practices in key account management. Our Key Account Management program will support you in this change by giving you all the keys you need to take the right steps to set up a selection and segmentation approach for key accounts, establish strategic account reviews and associated action plans using the PIRAT® Method, and master their decision-making ecosystem.
Objectives
At the end of this course, you will be able to apply a strategic approach to managing your key accounts.
Is it for you ?
You are a sales representative or key account manager (KAM) and you want to raise your level of interaction with your customers to take a strategic approach to sales and manage your strategic accounts. You come from a sales-related field (marketing, management, business development) and you want to equip yourself to take on the role of key account manager and master the elements needed to build loyalty and grow with key accounts.
Prerequisite
Be ready for an experience that will transform your structure, your approach and your vision of key accounts.
Your benefits
Content
Week 1: Preparing for the adventure!
- In group: Kick-Off
- Obtain the fundamentals to manage and win a strategic opportunity with a major account using the PAC$® method: 4 online modules
- Obtain the fundamentals of a strategic plan for a major account using the PIRAT® method: 4 online modules
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Week 2: Understanding the customer
- Global view
- Market analysis
- Dashboards
- Classification of contacts
- Key participants
Group work: Discuss and adapt the PAC$® method to your reality
Asynchronous exercise: putting together your 1st business plan
Week 3: Value proposition
- Strategic accounts
- Value proposition and differentiation
Group presentation and analysis of your plan
Asynchronous exercise: Quiz on the PAC$® method
Week 4: Growth initiatives
- Revenue Continuity
- Initiatives
- Customer Value Calculation
Group work : Discuss and adapt the PIRAT® method to your reality
Asynchronous exercise: draw up your 1st major account management plan
Week 5: Internal alignments
- Internal management
- The collaboration process
- Management
- The management program
Group work: Presentation and analysis of your management plan
Asynchronous exercise: Quiz on the PIRAT® method
Week 6: Action plans and performance management
- Account team: identification, development
- Action plan
- Customer satisfaction
- Networking plan Relationship maturity
- Cockpit session : Execution of the account plan ; Overview ; Individual coaching (3h): support from the expert trainer for successful implementation of key account management.
Notes
23 hours of ‘blended learning’: 3 E-Learning modules (2h30) / 5 group sessions (13h) / 4 individual exercises (4h30) / individual coaching (3h)
💡 Useful information
Our training sessions are offered in Montreal or Quebec City, in person or in virtual format. Dates and locations are provided when you select your session below. If you have any questions regarding registration, schedules, the language of instruction, or cancellation policies, please consult our FAQ .
Trainers
Private or personalized training
Do you have several employees interested in the same training course? Whether in person at your offices or remotely in virtual mode, we offer private training courses tailored to your team's needs. Group rates are available. Contact us for more details or request a quote online.
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