The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. With Account Management training from Miller Heiman Group, account managers solidify their position as trusted advisors, building loyalty and working together with customers to define and reach goals. Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. The Strategic Account Management training program is designed for teams and now as an open enrollment program for individuals. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. Booking Information & Questions. Ensure relationships continue to grow in sales account management regardless of the manager or turnover. Setting clearly defined sales and relationship goals with measurable results, Developing stronger relationships within key accounts that increases long-term stability and growth, Analyzing the current status of relationships to identify discrepancies and develop a shared vision with your customers. Account management skills for sales: How to create growth and retain your most important customers. Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning process. Strategic Account Management. Organizations who attend training on account management get a head start on: Our account management methodology gets your juices flowing with immersive breakouts that will leave you with tips for better account management. This course is designed to provide Account Managers with the skills, behaviours and techniques to maximise the profitability from the accounts that they manage during these COVID-19 times and beyond.. Our Account Management Training Course looks at how to build long term relationships so your existing clients will stay with you … Because of this, there are specific skills every key account manager needs in order to provide the greatest value and make your company indispensable to their key customers. The most successful salespeople understand that before, during, and after the initial sale, it’s in their best interest to position themselves as a solutions consultant, cultivate a buyer-centric relationship and develop a relationship map for each customer. 1. Effective alignment amongst internal functions is difficult to attain and critical to manage. This course will give you all that you require to accomplish great things in your job, and will allow you to move forward in your new career. Communication. 4. The Key Account Management Training Course is one that will provide you with skills that can help you succeed in your new position as a key account manager. Account management training teaches organizations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. Major Account Planning provides reliable tools for managing account engagement, increasing satisfaction and loyalty, and becoming a trusted advisor and partner at multiple levels in an account. Topic. Account management training teaches organisations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers. Create a long-term roadmap for your most strategic accounts. The Strategic Account Management training workshop provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer loyalty, generate … In short, key account management is a practical way to achieve companies’ competitive advantage for long-term success. Embed – we support you in turning their new-found skills into habits. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Training on sales account management can help you be aware of common mistakes and provides tips for better account management. Key Account Management Training Course. Having effective communication skills is obviously one of the most important qualities you need to have to succeed in your account management career. The Key Account Management Course is a formally endorsed qualification by the ISM. Develop stronger and wider relationships within key accounts, increasing sales account management retention and long term stability and growth. Learn more, Access the full suite of industry-leading methodology courseware from Miller Heiman Group to improve sales effectiveness and performance through the development and sustained adoption of skills and competencies for success. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable account growth.Â. Have the ability to prioritize key accounts . Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes. Strategic account management is an important job that requires rigor and discipline. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Sales account management is complicated. SAM Best Practice #6: Validate the Plan. Your value proposition loses its relevance. To achieve long-term success with an account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your them achieve their long-term goals. 3. Effective account management ensures higher levels of repeat business, renewals and new opportunities. Key Account Management. Account Management and Account Development This advanced course focuses on how to win and grow key accounts Suitable for those moving in to key account management or wishing to improve their key account management skills. Understand – we work with you, ask questions and actively listen to gain insight into the specific needs of individuals. However, as campaigns and services usually incorporate the skills of various people client's prefer to deal with one point of contact only, the account manager. These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in … To transform your customer experience and make every touchpoint a positive defining moment, you need talent with the right skills. My Account Accelerator programme is designed to take your agency from unpredictable project revenue to more predictable account growth by giving you the skills you need to add the highest level of value to clients. 1. We’ll walk you through a proven key account planning process that will make your efforts more focused and productive to achieve the greatest key account growth success. If you’re working in a client-facing role and are responsible for retaining and growing your accounts then we have you covered. Below, we’ve listed five of the skills that are necessary for successful key account management. Set individual and mutual goals to … This workshop provides key account management framework, process and tools for you to engage with the key accounts on a strategic level to build a profitable and sustainable relationship. The Account Accelerator programme is aimed at those at a more senior account management level and is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable … Transition from vendor to trusted advisor status with strategic customers. Home | Training programs | Other business skills training. As the liaison for the customer and the rest of the company, the KAM has to excel at communicating in person, over the phone, via email, and across teams. Analyze the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers. Sales and service professionals who attend our account management training develop robust relationships with key players within sales account management, increasing reach, retention and growth. PERSPECTIVE SELLING FROM MILLER HEIMAN GROUPTMMILLER HEIMAN GATEWAYTMSOCRATIC SELLING SKILLSTMCopyright © 2020 All rights reserved. Enhancing relationships between the buying and selling organizations. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. It’s powered by our Gold Sheet analysis and strategy, which now integrates into our sales analytics platform, Scout to help you more quickly identify opportunities to grow your accounts or see where you need to invest more resources to protect your partnership. Miller Heiman Group. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. Strategically creating and identifying opportunities for your accounts/clients is an important responsibility, however, this goes much deeper than the sales aspect of key account management. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process. Buyers want sellers to focus less on the close-stage and more on what happens post-sale. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. Hinges on account management Group supports managers and corporations around the world to grow in sales management. Easily shared across sales account management and provides tips for better account management framework we teach covers three stages... 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