Major Account Planning provides account managers with tools to execute a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts.
The outcomes of MAP are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account.
Major Account Planning Training course, enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.
At the end of the Major Account Planning Training course, participants will be able to:
Plan for maximizing value in an account
Identify tactics for (further) penetrating an account
Identify opportunities for new business with an account
Create a plan to achieve revenue and relationship objectives
Navigate the decision-making politics within an account
Develop higher levels of relationship with account stakeholders
Major Account Planning Training Training Course, is Ideal for:
Major Account Planning is designed for any sellers/account managers/account teams who manage business with major or strategic accounts, using either assigned personnel, virtual support resources, partners, or any combination of those.