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q Does your Company
get 70-80% of its Revenues from 20-30% of your Accounts?
q Do your Sales Professionals
understand these keys Customers and have valid Plans for going
higher, wider, & deeper in them?
q Are they able to
increase your Share and Penetration, or are they stuck selling
to the same small group of Customers Personnel?
q Are they calling
on and translating your real value to the Executives of these
Accounts?
Many companies
have products, services and capabilities suited to the major account
environment, but do not have the people and team developed to
follow through, or a plan of how to obtain the level of business
that the company deserves.
Objective:
This Sales Skills Workshop is aimed at helping sales & support
teams develop meaningful Plans to optimize your value to, and
revenue & profits from your Key Accounts.
To assist sales to sell successfully to Key accounts by addressing
the above issues, PERFORMAX has designed a Program that helps
you plan and position yourself appropriately in these accounts.
Our Key Account Planning Program has 5 major components….
1. A customizeable Instrument for Account Planning, the Key Account
Plan.
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2. A Key Account Planning Workshop
(2.5 days). The Workshop reviews the Account Planning Process,
which is then used by participants to develop their Account Plan,
which is presented and amended to ensure a useful "deliverable"
for each participant.
3. This Workshop also interfaces to:
a. Winning The Big Deal! which shows Sales Professionals
how to develop a Strategy & Plan to win a single Sales Opportunity
b. AccountPlan which shows a Sales Manager how to
conduct a value-added Account Plan Review.
4. Account Plan Facilitation where Performax Consultants attend
Account Plan Reviews to help install the process as a "way
of life" and to identify more business opportunities, and
help strategize how to get them.
5. A customizeable tool for defining your Ideal Account Manager,
our Personal Success Checklist (PSC).
Target Audience (for 2 above):
Experienced Sales & Support Professionals who have been through
basic and advanced sales training. Participants must bring details
of a Key Major Account that they wish to penetrate further (e.g.,
Annual Report, Executive Background, etc.)
Customization
Our associates can provide consulting services to assist you
in modifying or adding to the standard programs, workshops and
role plays to make them truly reflective of your company's environment.
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