Account Management

Account Management is one of the most important roles within any organization. Account Managers are the continuous front-line contacts with the customers and are responsible for nurturing customer relationships and increasing sales, mainly with the organization’s key customers.

The Account Manager will usually act as a first point of contact for clients; responding to complaints, purchases, project requests and any general inquiries. Their approach should help maintain client relationships to ensure that they continue to use the company for business, they play the major role of painting their company’s image and reflect its spirit and personality through direct interaction with its customers.

This Account Management training course is 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 turn increasing business performance and sales success.

At the end of this workshop participants will be able to: 

✓ Practice Account Management with an organizational perspective. 

✓ Build effective business relationships with clients and help drive sales performance. 

✓ Demonstrate the key competencies required for successful Account Management. 

✓ Conduct a portfolio analysis to identify Key Accounts. 

✓ Measure the performance of your Key Accounts. 

✓ Add value to clients and help ensure their requirements are met or exceeded. 

✓ Measure the performance of their key accounts and adapt their approach accordingly. 

✓ Understand the key attributes required for success and work on developing them. 

✓ Set a strategy for sales success and create action plans for pre-defined goals. 

✓ Monitor and measure their own performance and set their own targets. 

✓ Record and document key events.