You’ve probably heard it before 80% of sales comes from 20% of your customers.

While the percentages may differ from business to business, the principle holds true. Some customer accounts are simply more valuable than others. Because these customers represent a large portion of your revenue, it makes sense to have a plan to protect that revenue.

Key benefits of developing a key account plan for your business:

• Customer retention improves

• Sales growth opportunities

• Priorities become clearer

• Improved customer relationships

In this programme, we will cover the following:

• How to identify your key accounts, as its not always exclusively to revenue.

• Skills that matter

• Upselling & cross selling process to develop more sales

Developing a key Account Management Process for your business is a long-term strategy. It is often said that the difference between sales and key account management is the following:

In Sales you ‘sell’, in KAM you help customers ‘buy’.

Trainer: Jo Collins Sales Performance