Maximising business potential with SMART strategies

Maximising the business potential of an account involves knowledge, skill and process. It is also very profitable when completed consistently and correctly.

Our Bespoke account development training focuses on an effective best practice that helps people assess account potential, with a view to setting ‘SMART’ goals and designing strategies to fulfil this potential.

The account developing training 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 with an account base to develop revenue.

Fail to plan and you plan to fail.

Target audience

Anyone responsible for developing an account base – Directors of Sales, Sales Managers, Sales Executives, Business Development Managers, account development personnel at all levels.

Aim of the programme

To enable participants to maximise sales from your client base by utilising an account development process and account development skills.

Programme content

This programme is highly motivational and participative. Participants will work with a framework that will enable them to research and assess account potential. The framework allows participants to identify key decision-makers. Participants’ knowledge base 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. Each participant will receive a copy of the MAX guide to Account Development to support their learning. Key subjects covered include:

  • Understanding what we mean when we say account development in the post-COVID-19 world
  • The start point is the customer. How do customers buy, and how should we sell to them?
  • Q2 time and account development. Making time to develop your accounts.
  • Understanding the importance of account knowledge, the foundation for account development.
  • How to develop an account knowledge base
  • How to assess account potential
  • How to establish the decision-making process within your account
  • How to use a relationship web to focus your account development strategy
  • How to conduct a ‘plus and minus’ assessment to determine goals and action plans
  • How to set ‘SMART’ account development goals
  • Designing effective account development strategies
  • How to apply the process

The Programme

When an individual learner or a team sign up to a programme then the experience begins.

The MAX Learning Guide

We will send the individual The MAX Learning Guide on the subject they have signed up to. The MAX learning guide is a structured way to work through the programme. It provides space for learners to take notes and it has expanded information for ongoing reference.

Welcome to the programme zoom call

We will schedule a 15-minute zoom call with each learner to welcome them to the programme, explain the aims and objectives and process and to discuss their individual learning objectives.

Online modules

Learners will then be sent the link to an interactive online programme which they can work through at their own pace. The programme is set out in logical sections and works in conjunction with the learning guide. The length of the online programme will vary depending on the subject.

Group Zoom deep dive-session

Having completed the online modules, learners participate in group session on zoom, with all the other learners on the programme. During this typically two-hour session, we will go deeper into the subject and answer questions to help people absorb and apply the training. Learners also benefit from the social interaction. During this session we will run a quiz on the subject with live scoring. This is designed to give a point to the training and to help validate the training.

Online follow-up and exam

Following the Group Zoom deep dive, each learner will be sent a link to additional online learning and the validation exam for the programme. The results will be shared with the learner and a certificate will be issued to people who graduate from the programme.

Individual Zoom Coaching Session & Review

Each learner will then have a 1 hour Zoom coaching session with their Maxima coach. During this session, the learner will have the opportunity to explore any elements of the programme they need more help with. We will also be challenging the learner to confirm their action plan for using the learning in the real world.

Programme fee

£299 per person plus vat – Rate includes The MAX Guide to Sales Negotiation Skills and access to online modules to support the programme.

Programme Leader

Martin Pepper – Fellow of the Institute of Sales Management MD Maxima Training & Development

Martin is the Managing Director of Maxima Training & Development. Martin has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development Worldwide for Forte Hotels before co-founding Maxima in 1995.

Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and ability to communicate in a motivational style that makes people want to take action.

Martin is a Fellow of the Institute of Sales Management in recognition of his outstanding contribution to developing salespeople in the hospitality industry. Martin is a sought-after conference speaker on a range of subjects related to developing people, to building a business.

Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PhD on the basis that no one would take a Doctor Pepper seriously!

What our delegates say

  • "I really gained a lot of insights during the whole session with Martin last Friday. The activities were a great way to put the learning into practice and I really enjoyed the day."

  • "Martin was very encouraging and gave us various examples on how to manage key accounts and the ones which aren’t producing. I have already started to allocate more time to make calls and manage these accounts on my office days; it’s helping me a great deal."

  • "I now have a process and tools which I can use to develop my accounts. Thank you"

  • "Thank you for making account development easy to understand. I have already seen the benefit and I have a new sense of purpose."

Open programmes which dovetail with this programme

  • MAX New Business Development Skills
  • MAX Negotiation Skills
  • MAX Face-to-Face Selling skills
  • MAX Sales Conversion from Show Rounds

Terms and conditions

On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day.

Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme.

Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 21 days in advance of commencement of the programme.

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