In recent years, strategic/key account management has become a crucial issue for many companies. Driven by some form of 80/20 rule (Pareto’s Rule), – 80% of current or potential revenues come from 20% of customers – many organizations have come to realize that these customers must be treated somewhat differently from the average customer. Of course, it is one thing to recognize that these accounts should be treated differently, it is quite another to figure out exactly what to do.

Many companies are struggling to deal with these questions on a national, regional or global basis, particularly in the face of the many forces of globalization that companies are faced with in this present day global market.

Our Key Account Management training program teaches key account managers and senior salespeople how to prepare and implement a major account sales strategy. The program teaches a key account management planning process needed to identify strategic accounts, gain entry, broaden account penetration, and improve customer retention. Since key account management often requires team sales, the programme addresses the sales techniques and skills needed to use sales teams effectively.