Strategic Account Management

This course is for you if you're a:

• Sales Advisor/Account Executive
• Key Account Manager
• Business Development Representative
• Business Owner/Entrepreneur
• Sales Manager
• Certified Sales Professional (CSP) candidate
• Sales professional looking to improve performance

A minimum of 4 years of sales experience is recommended.

After completing this course, you will be able to:

• Understand the different levels of value, the value customers seek from you, and how they shape your business 
  
• Build strategies to elevate strategic partnerships you have with key clients based on the value they seek from you
• Create strategies to facilitate greater integration and synergy in the partnerships you have with your key accounts
• Describe personal development strategies for each of the key roles you play as a Key Account Representative
• Calculate R.O.T.I. and build strategies to maximize it with each of your key accounts, and the individual sales opportunities you pursue with those clients
• Set well-defined goals that are S.M.A.R.T., aligned with your organization's goals, and based on specific targets, as well as forecast probable outcomes based on a realistic likelihood of success
• Plan the total amount of time you will allocate to each of the activities we conduct as Key Account Representatives, including all account management, business development, planning, and other responsibilities
• Conduct a detailed analysis of the relevant segments of the market/industry we operate/sell in, using five separate criteria and/or analysis tools
• Selectively target/identify key accounts to approach for new business development, based on a matrix rating of an account’s attractiveness to you, versus the value you offer the account
• Extract insight from analyses and research, and build an account plan based on this insight that outlines specific actions/strategies with associated timelines
• Build a detailed annual business review for each of your existing key accounts
• Develop a detailed profile of one of your key accounts
• Develop a strategic account plan that optimizes efficiency and effectiveness for any key account or prospective account
• Conduct a consultative investigation meeting with a client, in order to uncover key information about their business, goals, and needs
• Build a solid business case for your recommendations to key clients
• Use appropriate communication methods to deliver effective sales meetings, presentations and conversations using best-supported methods for each stage of the sales cycle.

Upon completion of this 18-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute.