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Key account management

Key Account Management
Why should you consider a Key Account sales strategy? Why do most large sales organisations follow one? Quite simply - key accounts matter to them!

Key Account Management 1 The familiar Pareto rule almost certainly applies to your organisation - 80:20. That is 80% of your revenue, or profit or whatever, comes from 20% of your customers. (In one client we worked with it was actually 90% from 10%!)

Starting a Key Account Management strategy for  your sales will almost certainly pay dividends. You can see an example of the benefits if you look at this case study.

We use a very practical and interactive style for Key Account Management training with the activities all worked on the participants' own accounts through to doing at least one detailed account plan. This means that they leave with specific tools and actions which they can apply immediately. To see a sample of a programme in this, go to download.

If you think Key Account Management or Key Account selling might work for you and want to find out how we can help , contact us.





Thoughts on Key Account Management

For your own company ask:
  • Do you know which customers produce the majority of your revenue or profit?
  • Are they handled as key accounts? (or in any special way?)
  • Do you have target, key accounts which you want to gain for strategic reasons?
  • Do you have clear plans for these key accounts?
  • Are your sales people trained in key account management or key account selling to work with them effectively?
  • Do you structure your sales operation, and activity, with these key accounts in mind?
  • Would you like to improve the effectiveness of your sales people as key account sellers and managers?
  • Do you want to get a better return from your customer base?

If you are not sure about the answers to these questions - this may be for you!

If you think Key Account Management training might work for you and want to find out how we can help , contact us or e-mail.