Strategic Account Planning

SKILLS ASSESSMENTS

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MATERIALS FOR TRAINERS

PROFESSIONAL SALES CERTIFICATION

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Training Kit

You’ve done everything right. Your customer is excited about you and your product and you feel that the sale is a given. Before you rush out and spend your commission, ask yourself this, “Have I covered all of the bases?” If you’ve ever felt this way and then had a sale go awry, you know exactly what we’re talking about. Unless you are working in a small organization or it is a simple sale, chances are you have more than one decision maker to worry about. In today’s complex business environment, there are usually several hidden influencers that affect a sale both positively and negatively. It’s important that we are able to uncover who these key players are and what the best approach is for influencing each.
Strategic Account Planning is a course designed to give salespeople a strategic advantage. It incorporates the skills that you focused on in sales training with a more strategic advanced approach to account development.

As a result of this program, salespeople will…
Assess & eliminate vulnerabilities in the sale.
Identify blindspots in their account strategies.
Develop current accounts to their potential.
Identify and build relationships with key influencers.
Leverage strengths within accounts to eliminate negative influencers.
Prioritize account activity.
Apply advanced persuasion techniques to drive complex sales forward.

Anyone involved in complex sales situations or large account management.

Trainers manual, 25 learners manuals, unlimited rights to train this within your organization.

8 hours. (May be conducted in two four-hour modules.)

$1,250.
Additional Learner Manuals: $45 each

There is a Coaching Guide available for this program.

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