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Strategic Account Planning Training

Drive more revenue from existing accounts with strategic account planning training

Lower the cost of selling and improve margins with an agile account management strategy

Richardson’s Prosperous Account Strategy training program offers a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships. Participants learn to create value and find the white space in their accounts so that both the sales professional and the customer prosper.

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For Who

Sales Professionals
Account Managers
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Format

Instructor-led
Virtual instructor-led
Digital Learning
Blended Learning
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Duration

2-Day ILT Workshop; Four 4-hour VILT Workshops; Pre and Post Digital Learning

Strategic Account Planning Training Program Overview

This program trains sales teams to view account planning as a continuous process whereby they engage with the customer to validate their thinking, learn more, and refine their plan.  

Account managers learn to organize their work in iterative sprints that begin with account planning where they assess and strategize based on what they know today, then prepare to engage with the customer to validate their thinking and learn more, engage the customer then reflect on the conversation to consider how to advance the relationship, and finally take that feedback and cycle back to the next iteration of account planning where they adapt their plan. 

This strategy ensures the plan becomes a living document. And your team remains agile and customer-focused in their thinking and approach to growing the relationship.

Organize and Execute with the Strategic Account Planning Tool

The Strategic Account Planner tool consists of several elements designed to guide your team through the Assess and Strategize stages of the methodology.

The account planning tool helps your team analyze information, think critically about customer relationships, and develop plans to improve their probability of achieving organizational objectives.

Combining account management training with a structured approach and set of supporting tools helps to ensure your sales professionals don’t miss important details.

strategic account planning tool

Strategic Account Planning Training Program Business Benefits

Upon completing the Prosperous Account Strategy training program, your sales team will experience the following business benefits:

  • 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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Strategic Account Planning Program Brochure

Explore a program that builds the skills your sales team needs to deepen client relationships and generate high-value sales.

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Key Areas of Content

  • Accelerate Relationship Growth

    Apply a customer-centric approach to accelerate your team’s ability to expand relationships by analyzing key account information to identify opportunities and align with customers’ goals, and create a strong, executable plan.

  • Build Team Consistency

    Create a common, repeatable methodology and language within your team by aligning the account management process with shared skill development and consistent utilization of tools to ensure best practices are embedded in the flow of work.

  • Identify New Business Opportunities

    Account managers learn a model for white space analysis that shows which capabilities create the most value in accounts. By learning how to help clients fulfill strategic initiatives, account managers become indispensable.

  • Use Tools to Build Account Plans

    Utilize the planning tool to evaluate a current account with an instructor to gain insight into individual strengths and opportunities, and get feedback, insight, and ideas to strengthen action plans.

Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.

what makes richardson sales performance different

Our customization approach ensures we fully reflect your unique selling environment while leveraging best-in-class training content to ensure efficiency and relevancy.

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A modern delivery approach that includes live and virtual training workshops in which participants learn and practice skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviors.

international sales training company

Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.

agile sales skills training

Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.

data driven sales performance improvement

Why Richardson

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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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