Account Plan Training

Planning the Key Account Strategy

Whether you have chosen a named account philosophy, Vertical Markets, or simply have key accounts in the geography, creating a strategy for a key account is important. Typically these types of accounts are large and complex. Mainly they have the possibility of big revenue. Many sales people don’t have the training in how to create a strategy for competing in these types of deals. These are the skills that we teach.

The Program

This 4 hour program is designed to help sales people create a customized Key Account plan for each of their Major Accounts. This is an excellent course for major Account Reps, Vertical Account Reps, or anyone on your sales team that has several accounts that comprise a significant percentage of their territory goal. Each participant will walk away with an action plan for the next 90 days based on sales quota, new business requirements, and the issues in the accounts they are trying to penetrate, manage, and close.

The Format

This is an interactive session where each person should have their Laptop with them. Those who do not use a laptop can utilize our Territory worksheet that each participant receives. The session has 2 parts with a 20 minute break in the middle. We cover first and foremost Why to create a plan, and How to use it effectively. Then we teach the sales people how to effectively create a plan and strategy, offering ideas along the way. We work through a question / answer style format, where at the end each participant will have all of the information as well as a template for creating a plan that will not only be complete, but more importantly will not become “shelf ware”.
Customize this training for your own situation

If what we have designed doesn’t completely meet your requirements, talk to us about developing a specific training for the account strategy you need.