Maximising Account Development Skills
Maximising the business potential of an account, involves knowledge, skill and process. It is also a very profitable process when completed consistently and correctly. This programme focuses on an effective best practice that helps people to assess account potential, with a view to setting 'SMART' goals and designing strategies to fulfil this potential. The programme also highlights the skills required by a good account developer to maximise account potential from their client base. In a business world where everything counts, this programme is a must for anyone who has an account base from which to develop revenue.
Aim of the programme
To enable participants to maximise sales from their client base by utilising an account development process and account development skills.
Programme style and content
This programme is highly motivational and participative. Attendees will work with a framework that will enable them to research and assess account potential. The framework will enable participants to identify key decision makers. The knowledge base that participants develop on their accounts can then be assessed using 'plus and minus' factors. 'SMART' goals will be set for the account and strategies are designed to maximise account potential. Key subjects covered include:
- Understanding the importance of account knowledge
- How to assess account potential
- Establish the decision-making matrix
- Conduct a 'plus and minus' assessment
- Set 'SMART' account development goals
- Design effective account development strategies
- How to apply the process
- Utilising advanced account development skills
Target audience
Anyone who is responsible for developing an account base - Directors of Sales, Sales Managers, Sales Executives, Business Development Managers and, of course, Account Development personnel at all levels.
Programme leader
Martin is valued by clients for his ability to utilise his wide knowledge base to innovate practical and effective solutions to help them achieve their goals.
Martin uses his energy, enthusiasm and humour, together with excellent communication skills, to create highly motivational training programmes.
Martin held Senior Management positions in sales, marketing, training and operations in both the airline and hotel industries before founding Maxima Training in 1995.
A believer in life-long learning, Martin has resisted the temptation to complete his doctorate on the basis that no one would take a Dr. Pepper seriously!
