Account Management
Manage and strategically allocate focus between all buying influences.
Overview:
- Discuss recognizing and manage multiple types of buying influences in each account
- Introduce concepts of key and global account management (KAM and GAM)
- Provide example tools to be used in KAM/GAM
- This is introductory material to KAM and GAM to present the ideas and possible value to pursuing this kind of strategy
- Activities include interactive discussion, white boarding, remote-polling and reflection
Objectives:
- Categorize primary types of account-level buying influences
- Manage and strategically allocate focus between all buying influences
- Recognize that account segmentation enables better resource decision-making
- Understand basic management tools to track organizational performance
TErritory MANAGEMENT
Discuss overall territory management including planning, strategy, time management, data collection and metrics
Overview:
- Overall territory management including planning, strategy, time management, data collection and metrics
- A range of hands-on tools including: sales funnel, call reporting, sales bridges, revenue forecast, win-loss-pending, risk and opportunity tracking
- The ‘tie it all together’ module that provides a way to see how the skills presented work together to optimize results for the sales professionals
- Activities include interactive discussion, remote polling and reflection
Objectives:
- Understand the importance of knowing your company’s position in your territory to prioritize selling time and activities
- Employ specific tools to ensure meaningful data-driven decision-making