Major Account Planning Training (MAP)

Sales and Marketing

Course Info

Duration: 1 Week

Available Dates

Venue

  • June-21-2021

    Paris

  • June-28-2021

    Madrid

  • July-05-2021

    Kuala Lumpur

  • July-05-2021

    London

  • July-11-2021

    Dubai

  • July-12-2021

    Istanbul

  • July-19-2021

    Paris

  • July-26-2021

    Madrid

  • Aug-02-2021

    Kuala Lumpur

  • Aug-02-2021

    London

  • Aug-08-2021

    Dubai

  • Aug-09-2021

    Istanbul

  • Aug-16-2021

    Paris

  • Aug-23-2021

    Madrid

  • Sep-06-2021

    Kuala Lumpur

  • Sep-06-2021

    London

  • Sep-12-2021

    Dubai

  • Sep-13-2021

    Istanbul

  • Sep-20-2021

    Paris

  • Sep-27-2021

    Madrid

  • Oct-04-2021

    Kuala Lumpur

  • Oct-04-2021

    London

  • Oct-10-2021

    Dubai

  • Oct-11-2021

    Istanbul

  • Oct-18-2021

    Paris

  • Oct-25-2021

    Madrid

  • Nov-08-2021

    Kuala Lumpur

  • Nov-08-2021

    London

  • Nov-14-2021

    Dubai

  • Nov-15-2021

    Istanbul

  • Nov-22-2021

    Paris

  • Nov-29-2021

    Madrid

  • Dec-06-2021

    Kuala Lumpur

  • Dec-06-2021

    London

  • Dec-12-2021

    Dubai

  • Dec-13-2021

    Istanbul

  • Dec-20-2021

    Paris

  • Dec-27-2021

    Madrid

  • Jan-03-2022

    Kuala Lumpur

  • Jan-03-2022

    London

  • Jan-09-2022

    Dubai

  • Jan-10-2022

    Istanbul

  • Jan-17-2022

    Paris

  • Jan-24-2022

    Madrid

  • Feb-07-2022

    Kuala Lumpur

  • Feb-07-2022

    London

  • Feb-13-2022

    Dubai

  • Feb-14-2022

    Istanbul

  • Feb-21-2022

    Paris

  • Feb-28-2022

    Madrid

  • Mar-07-2022

    Kuala Lumpur

  • Mar-07-2022

    London

  • Mar-13-2022

    Dubai

  • Mar-14-2022

    Istanbul

  • Mar-21-2022

    Paris

  • Mar-28-2022

    Madrid

  • Apr-04-2022

    Kuala Lumpur

  • Apr-04-2022

    London

  • Apr-10-2022

    Dubai

  • Apr-11-2022

    Istanbul

  • Apr-18-2022

    Paris

  • Apr-25-2022

    Madrid

Course Details

Course Outline

5 days course

 

Introduction & Analyse the Account

 

  • Account planning and management framework
  • A major account planning process
  • Reviewed essential account information
  • Defined key trends
  • Determined the revenue gap to be closed
  • Set an initial account strategy

 

Identify Business Initiatives and Pain and Assess Relationships

 

  • Defined business initiatives within their account
  • Explored how business initiatives can generate pains in a company
  • Considered where their offerings impact the Income Statement
  • Identified potential stakeholders in the account
  • Identified gaps in relationship coverage
  • Identify influential individuals in the account
  • Identified success that can be reported to fend off competition
  • Assessed competitive presence and areas of account penetration

 

Identify New Business and Prioritize Opportunities

 

  • Identified areas of new opportunity (“white space”) within the account
  • Identified potential, new business initiatives that could be positioned
  • Determined criteria for prioritizing opportunities
  • Created a prioritized portfolio of account opportunities
  • Determine Strategy And Coverage
  • Selected an account-level strategy
  • Revisit the vision for the account
  • Identified resources required to:
  • Maintain the current pipeline
  • Improve account relationships
  • Help launch new opportunities
 
Develop an Execution Plan

 

  • Reviewed the actions identified during previous exercises
  • Defined SMART objectives for developing the account
  • Grouped actions to support plan objectives
  • Exercise: Develop an Execution Plan

 

Getting Started with the MAP Methodology and Manage the Account

 

  • Activities for managing the account annually
  • Account planning and trusted advisor status over time
  • Discussed best practices for preparing an account review
  • Learned a method for conducting account plan reviews
  • Given and/or received feedback on an account plan review
  • Reviewed a structure for periodically reporting success to the account
  • Exercises:  Team Account Plan Reviews

Course Video