Account Management

Sales Account Management

Account Management is a Sales Process, which can have a structure. Account Management requires the skills to manage a complex, multi-level account relationship often involving multiple touchpoints, projects and sales opportunities running at the same time. Large accounts often look for added value from an account management team to deliver synergies across projects, identifiable and sometimes dedicated contact points and resources, and in some cases bulk purchasing savings. Large corporations expect suppliers to develop knowledge and awareness of their business and provide a consultative approach to solving their problems. In return they offer an (often informal) increased level of access and insight to their business processes and staff.

A close relationship with a supplier can offer a corporate account major benefits; shorter decision times, less risk of known entities, and greater flexibility of delivery.

An integrated and cohesive structure to managing accounts can have a significant pay-off for suppliers; an “inside-track” to project opportunities, more efficient use of resources over longer-term activities, and greater profit margins.

There are many systems in the marketplace, which can provide a sales organisation with a framework for sales teams engaged in the development and management of corporate accounts. Among them are:

• Miller Heiman (LAMP)
• Power Base Selling
• SPIN Selling

These systems are usually licensed for use in sales teams. As an example, Miller Heiman’s LAMP process is licensed at £540 per user (sales person) and £2,700 for the 2-day training.

These systems deal with the task related structure of managing accounts, they do not address the relationship, communication and personal management skills necessary to maximise sales effectives and results.

If you decide to bring one of these systems into your organisation, or you already have one is use, I structure the Relationship Sales training accordingly.

In the event that you prefer that I deliver bespoke Account Management Training, I have provided a brief outline of topics below, and a full training content would be agreed with you in due course. Costs for development and delivery of customised Account Management programs are provided on request.

Account Management Summary

• Sales Pipeline Management
• Prospecting
• Large Account Management
• Buying Influences
• SWOT Analysis
• Proposal Writing
• Negotiation Skills