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
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Overview
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.
Duration
1 Day
Key Account (Opportunity Management) – Course Objectives
Participants will learn:
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- 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.
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Key Account (Opportunity Management) – Course Outline
Account Penetration Blueprint
Blueprint content
Key skills
Common errors
Account Structures
Types of decision
How to target the different decisions
Decision structures
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
Activity listing
Contingency planning
Parallel activities
