Complex accounts require careful planning to ensure maximum effectiveness. Key Account (Opportunity Management) allows participants to dissect the decision-process and the players involved. They can therefore draw up an appropriate action plan. Follow with course with Key Account – Opportunity Management Review
A complex sale is when there are many activities and people involved in the buying process. The skill of the salesperson is often less important than the strategy employed. Without a strategy we risk talking to the wrong people, at the wrong time, with the wrong objective.
With a long sales process, we must monitor the process to ensure it is on-track. This is more than ‘gut-feel.’ We need clear milestones.
In a large account it is often difficult to ‘see the wood from the trees.’ We need to be able to plot a way forward that increases our chance of success.
This course provides a proven and advanced method and toolkit to aid success in complex sales.
Who Should Attend
All salespeople, sales managers and sales teams.
Key Account (Opportunity Management) – Course Objectives
Participants will learn:
- how to analyse an account and it’s decision-making process
- to anticipate the different roles, behaviour and power exerted by people in decision-making forums
- to use the account analysis and player profiles to target activities for account penetration and defensive strategies
- to develop a plan to penetrate effectively and work as part of an account penetration team.
Key Account (Opportunity Management) – Course Outline
Account Penetration Blueprint
Types of decision
How to target the different decisions
Plotting the chain of decisions
Analysis Of Key Players
The roles played in the decision-making process
Types of power
The exercise of power
Perception status, recognising the perceptions of key people
The Account Plan
Range of tactics