Account Management
It is no longer enough to simply win new Key Accounts – it is maintaining and reinforcing the relationship with your customer that is key to success. As your relationship with your key accounts evolves and grows, in recognition of their increasing importance to your revenue stream, so too will their expectations grow – meaning Account Managers must become adept at meeting their needs not only quickly and effectively, but strategically.
The other major challenge in account management is to manage risk. The mistake many companies make with key account management is not to monitor the individual customer profitability within their portfolio. Repeated studies reveal that the most profitable customers are often just below those that generate the longest revenue. To counteract this, firms require real-time data which shows the real cost of serving these customers.
ICDL transforms your Account Management processes to ensure your organisation not only identifies those companies most likely to offer the highest Net Future Value to your organisation, but also how to effectively reduce risk and manage these relationships to optimise Value Creation and sustainable EBIT growth.
Related workshops:
- Strategic Sales Research
- Opportunity Creation
- Advanced Group Communications
- Channel Dynamics
- Partnership Dynamics
- One-on-One Communication
- Key Account Management
SUCCESSFUL EXECUTIVE SELLING
lies at the core of ICDL's thinking.
Differentiation from an ever growing band of global competitors can no longer be achieved through better positioning of product, service or solution, so your approach to selling has to change [+]
ICDL'S RecruitSMART PROGRAM
ensures successful recruitment of fully trained and capable Executive level sales people.
If Executive level selling is key to successfully differentiating your company and growing EBIT, yet sales people of this calibre are rare - how can I achieve success? [+]