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Major Account Planning Training

Train your team to go deeper and wider to protect and grow strategic accounts

Lower the cost of selling and improve margins with a strategic account management methodology

Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts. The outcomes of this methodology are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering the cost of sales and improving margins on business in that account.

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For Who

Sales Professionals
Account Managers
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Virtual instructor-led
Digital Learning
Blended Learning
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2-Day ILT Workshop; Four 4-hour VILT Workshops; Pre and Post Digital Learning

Major Account Planning (MAP) Training Programme Overview

Major Account Planning 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.

It is based on a repeatable process for planning effective activities and efficient application of resources for improved sales and relationship-building within an account and includes supporting analysis and planning tools.

Major Account Planning (MAP) Training Programme Business Benefits

Teams that complete major account planning training improve business outcomes because of their enhanced ability to:

  • Close opportunities with existing customers faster, generating revenue quicker than developing a new customer opportunity
  • Reduce acquisition costs by expanding existing relationships
  • Retain priority relationships by learning how to protect against competitive threats
  • Focus on the best accounts by assessing relationships against clear criteria
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Our Impact

  • 900Global Clients

  • 3.5M+Individuals Trained

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

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