Key accounts dominate the revenue profile of both emerging SMEs and established Enterprise-level organisations. Typically, 65% or more of a company’s revenue will come from as little as 5% of their client base.
Yet research suggests that most organisations lack the process and skills to protect and grow these relationships, often taking a one-size-fits-all approach to client management.
align.me’s Key Account Planning training focuses on addressing these challenges and equipping Key Account Managers and their teams with the tools and skills to deepen key account relationships and grow long-term revenue.
This training is based on Large Account Management Process (LAMP) concepts. Facilitated and mentored by a Master Sales Trainer, this tailored, end-to-end approach enables your teams to tackle price sensitivity, out-manoeuvre competitive threats, seize opportunities proactively and sustain strategic relevance in the eyes of your company’s most valuable assets: your key accounts.
How it works
Briefing
Coaching on understanding the critical information around opportunities and risks to underpin your key account strategy.
Training
Comprehensive 2-day session (in-person or virtual) that includes developing actionable plans for real client scenarios.
Plan Validation
Post-program plan validation and establishment.
Execution
Up to 6 x 45-minute execution sprints for your key accounts.
Utilise world-leading planning technology
Our Key Account Planning training leverages Funnel Plan™ software to help participants document long-term plans for managing key accounts and allocating resources effectively.
Funnel Plan™ is a one-of-a-kind planning software that is powered by AI and utilises align.me’s proven methodology to help guide your key account team through the planning and execution process.
Is Key Account Planning right for you? Yes, if you want to:
Assess the clients most appropriate for key account focus
Project future revenue
Research key account drivers
Set over-the-horizon objectives and charter
Understand the differing key account client roles
Gain internal buy-in to investment and resourcing
Segment key accounts into their high-value sub-segments
Build and execute an ongoing collaborative review process
Understand opportunities and critical risks
Strengthen the relationship with your key accounts
We’ve spent over 20 years training sellers from across the world
