Key Account Management
Key Account Management (Module 25)
“80% of the business comes from 20% of the clients.” The Key Account Management approach to selling and servicing eliminates surprises for the client and salespeople alike. This is not about just keeping the client happy, it is about building a fool-proof fence around all of your key accounts. Covered in this module is the utilization of team audits and team selling as well as setting up a format for a selected group of Key Accounts. Every salesperson has clients that are very important to them that can be called key accounts. Developing and monitoring client interaction with the firm and customer service combined with team selling and auditing shows the students the “how’s” and “why’s” of taking responsibility for the results the client gets on behalf of the company.
Upon completion the students will be able to:
Distinguish at what level of interaction in Key Account Management they are at or should be at:
1. The ‘Traditional’ Level
2. The ‘Supportive’ Level
3. The ‘Cross-Talk’ Level
4. The ‘Cooperative’ Level
5. The ‘Total Immersion’ Level
Lead a Team Selling Approach to handling the client
Put together a Flow-Through Tracking System with Key Accounts
Calculate the value of a client to the company and salesperson over a lifetime (20 years).