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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 in any programme for Key Account Management training, so that your team leave with specific account plans for a number of their target accounts.  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 or e-mail.


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