Sales and key account management

The customer buying cycle has changed dramatically thanks to digital technology, with buyers in the sales process becoming more knowledgeable than ever before.

Sales professionals now find themselves being engaged later and later into the decision making process, often with many challenges and obstacles to navigate in order to close the sale.

In this course we focus on live challenges that affect the businesses we work with, providing real solutions that can be taken back to the workplace and implemented immediately.

Ensuring your sales targets and key accounts are professionally managed is essential for maximum profitability to be achieved. Today’s account manager needs a clearly defined, timely and dynamic approach to the planning process, not just for the present but especially for the future.

This programme looks at key, strategic and operational processes that will enable delegates to get the account management strategy right and develop the skills needed to do it.

What will you learn?

• An introduction to todays sales and sales processes
• Manage your sales structure – best practice
• Developing a sales foundation and understand how to shorten the sales cycle
• Better outline your value proposition
• An understanding of key account management strategic principles and practice
• Techniques for achieving your account goals and objectives
• A tool kit of practical ideas to manage and develop your key accounts to their full potential

Who is it for?

Anyone involved in sales or account management looking to develop their skill base to take into account the impact digitalisation is having on customer choice and behaviour.

It would also benefit those newly into a sales role who may be looking to develop “best practice” techniques.

Cost and duration

This course lasts for one day and is delivered at the Aberdeen & Grampian Chamber of Commerce Training Hub by our approved expert trainers.

These sessions are also perfect for groups of staff that require the same training and can also be organised at your offices, an external location of your choosing.

Complementary courses we would recommend:

1. Business development excellence
2. Presentation skills
3. Negotiating and influencing skills 

Download our training brochure below to find out more.