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 Pepper has been a Fellow of the Institute of Sales and Marketing Management for 20 years in recognition of services to developing sales people in the hospitality industry worldwide.