Course/program

Fundamentals of Key Account Management

To deliver short, medium and long term objectives of the business it is essential to proactively identify an prioritize key accounts in order to maximize potential. You will need to understand decision-maker units and align your selling style to the client buying styles.
  • Explore critical information to effective key account business plans
  • Use an analysis tool to review the client‘s business and marketplace
  • Create a decision-maker contact strategy
  • Training options for individual learners, groups/teams & organization-wide

Course Code: OV-FKAM

1x3 hr virtual session | 6-8 hrs on-demand learning | 30 mins coaching (optional extra for teams)

This program is available for groups and teams

It’s more than just a course.
This is a learning journey.
Find out more
Excite

On-demand digital learning playlist

Engage

1 x 3 hour instructor-led virtual training session

Embed

Supporting on-demand digital learning playlists | 30-minute follow up coaching session (optional extra for teams)

This practical virtual program focuses on maximising the potential of key accounts.  You will learn how to identify and prioritize accounts to help reach the longer-term objectives of the business. The program covers the core skills required to maximize and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.

This virtual program has been designed for new and existing Key Account Managers that manage multiple accounts who have had little or no formal training.

It is not suitable for Key Account Managers who deal with one large strategic account - we recommend an in-depth tailored program delivered in-house.

By the end of this course you will be able to:

  • Establish criteria for clients to gain key account status
  • Identify which clients require more attention and time for a greater return
  • Create a decision-maker contact strategy
  • Use an analysis tool to review the client‘s business and marketplace
  • Review different decision-making units and their buying motivations
  • Review four different communication preferences and how to align selling style to clients buying style
  • Explore critical information to effective key account business plans

 

    • Identify and understand the criteria for key accounts, relative to your organization
    • Review different ways to virtually connect with the clients and move business forward
    • Manage your business relationships to increase your business
    • Manage yourself and your time more effectively
    • Revisit the business-critical communication skills necessary for Key Account Management
    • Understand how behaviors affect both you and your clients
    • Be aware of your motivational drivers and behavioural techniques so that you create powerful perceptions
    • Build a personal action plan of things you will do differently
    Course overview

    This practical virtual program focuses on maximising the potential of key accounts.  You will learn how to identify and prioritize accounts to help reach the longer-term objectives of the business. The program covers the core skills required to maximize and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.

    Is it right for me?

    This virtual program has been designed for new and existing Key Account Managers that manage multiple accounts who have had little or no formal training.

    It is not suitable for Key Account Managers who deal with one large strategic account - we recommend an in-depth tailored program delivered in-house.

    What will I learn?

    By the end of this course you will be able to:

    • Establish criteria for clients to gain key account status
    • Identify which clients require more attention and time for a greater return
    • Create a decision-maker contact strategy
    • Use an analysis tool to review the client‘s business and marketplace
    • Review different decision-making units and their buying motivations
    • Review four different communication preferences and how to align selling style to clients buying style
    • Explore critical information to effective key account business plans

     

      What will it cover?
      • Identify and understand the criteria for key accounts, relative to your organization
      • Review different ways to virtually connect with the clients and move business forward
      • Manage your business relationships to increase your business
      • Manage yourself and your time more effectively
      • Revisit the business-critical communication skills necessary for Key Account Management
      • Understand how behaviors affect both you and your clients
      • Be aware of your motivational drivers and behavioural techniques so that you create powerful perceptions
      • Build a personal action plan of things you will do differently
      For groups & teams

      Up to 15 people per program.

      From Contact us for pricing

      Bring in-house
      Create a blended program

      Build your own blended learning program using this bite-size session as one of the building blocks - Excite, Engage, Embed.

      Find out more
      Bring this program in-house
      Who is this course for?
      With your permission, we would also like to keep you updated about programs and/or services similar to the one you are enquiring about as well as special offers, L&D updates and content to help you with your ongoing learning and development. If this is okay please tick one or more of the boxes below so we know how best to contact you.
      fieldset
      We will always respect the personal information you give to us; it will never be shared with anyone and it will be managed according to our Privacy Policy.
      Or speak to one of our friendly learning advisers by:
      Custom learning experiences for teams, groups, or for the organization
      Pick the building blocks & services you need from our menu

      Want a tailored program for groups/teams? Use our menu of options to create the perfect training experience to suit your needs.

      Take a look
      Considering an organization-wide learning solution?

      We provide a holistic range of services to help you create a skilled, high-performing and resilient workforce… wherever they are.

      Find out more