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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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
Major Account Planning Programme Brochure
Explore a programme that builds the skills your sales team needs to deepen client relationships and generate high-value sales.
DownloadKey Areas of Content
Understand Account Drivers
To maximise business in accounts, sales professionals must understand the sources of business initiatives and projects in that account. We teach how to accurately identify the forces affecting an account, how to create a defensible fortress of value, develop higher and broader levels of relationship, and secure higher shares of spend for the seller’s solutions.
Apply the Right Strategy and Resources
Protecting accounts from competitive encroachment requires an understanding of how to create value, and how to bring the right resources to support new value creation. We equip sales professionals with the methods and tools to create an effective account strategy, and teach them how apply the optimum mix of resources in proportion to business potential.
Identify New Business and Prioritize Opportunities
With the right insights and understanding of accounts, sales professionals can determine how they can help to fulfil strategic initiatives and projects, thereby becoming more strategic and indispensable to that account. Major Account Planning provides a practical model for white space analysis, showing what capabilities can create the most value in accounts.
Manage Accounts and Develop Trusted Relationships
Raising the level of relationships in accounts, across departments and business units requires sales professionals to communicate and get credit for value created. We provide the tools and teach the skills for managing account engagement, increasing satisfaction and loyalty, and becoming a trusted advisor and partner at multiple levels in an account.
Why Richardson
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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