Key Account Management

Protect and develop your most valuable customers with the TACK IQ® Key Account Management System

Business benefit

80% of your sales will come from around 20% of your customers.  The Pareto Principle is well known and one that applies to most businesses.  It is usually this top 20% of customers - those with the potential to generate the greatest Return on Investment - a business will typically define as its Key Accounts. Consequently organisations must pay particular attention to nurturing, growing and retaining these valuable accounts.  Needless to say, a skilled Key Account Manager plays one of the most important roles in protecting a business’s prosperity.

TACK’s Key Account Management programme gives account managers the essential edge they need in an increasingly competitive business environment!

Target audience

Anyone responsible for managing significant customer accounts or those who aspire to develop into a key account role will benefit greatly from this programme.  Commercially focused managers from other disciplines who have responsibility for liaising with customers as part of an account management team will also benefit from attending.

Please note:  This programme focuses on strategy and it is not a sales skills course.  Therefore, delegates will need to have received fundamental sales training before attending Key Account Management.

High spots

·      Take away the TACK IQ® software key account management process to help you plan, develop and protect your key customers

·      TACK’s FIND® investigation model will help you identify your customers’ needs to develop and present tailored  solutions

·      Personality profiling to develop your understanding of how different individuals are influenced and how to adapt your selling style to meet their needs

Key learning points & outcomes

You will leave the course able to:

·      Provide a strategic selling approach for winning and developing significant accounts

·       Understand and influence different personality types found in the decision making process within your customer organisations

·       Confidently present your offering and win business in competitive selling situations

·       Develop and implement a key account management strategy for all your significant customers

Testimonials

·       “Key Account Management put a spotlight on everything I should be doing!”

·       “Excellent content, with many new ideas and ways of understanding”