Customer Optimization System™ - Major Accounts
PREMISE:
All Sales Organizations need a consistent process for developing and executing
Company and Major Accounts or Strategic Customers' business plans. All Key
Account Managers do some form of planning and executing of a plan. In some
organizations there is a lack of discipline to follow a complete and thorough
process. In organizations where individuals have been recruited from other
companies, they each may have brought a planning process and terminology
that was unique to their former employer or to a different industry or category
of business.
PURPOSE:
Create a customer business planning process that incorporates your planning
cycles and terminology that leads to a comprehensive Customer Business Development
Plan. Improve communication of priorities, plans and results. Improve business
results.
OUTCOMES:
Participants will
- Learn the 5 stages of a complete and integrated customer
planning and presentation system
- Learn how to effectively communicate with customers
- Learn how to effectively communicate with their company
- Learn the logical sequence of each step within each stage
of the overall process
- Learn how to evaluate performance based on a review of
how each step was performed
- Learn how to improve productivity
LEARNING:
- The Customer Optimization Process
- The Stages and Steps within each Stage
- The terminology to ensure clear communication with customers
and within their own company
- To become a "Professional" Major Account Manager
by understanding and applying a full end-to-end process of customer
leadership
PARTICIPANTS:
Key Account Managers, Customer Service Managers, Telephone Sales Managers,
Regional or Area Sales Managers who have responsibility for Key Accounts
or Key Account Managers, Customer Marketing Managers, Trade Marketing
Managers, National Sales Managers and Vice-Presidents of Sales
FORMAT:
- Facilitator presentation and demonstration on new learning
- Individual and team-based workshops
- Individual, team and group facilitated feedback
- Templates of specific action plans
PRE-REQUISITES:
- Customer Blueprinting™ I & II
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