SALES- AND ACCOUNT MANAGEMENT
For who?
For experienced and less experienced sales and account management professionals who want to professionally develop themselves widely and deeply, in a personal way.
What is it?
With good account management you can keep the competition at a distance, and built on valuable client loyalty. Both the interests of your relations and those of your own organization play a vital part in this.
Successfully building such a relationship takes time: time that needs to be spent well. This requires strategic thinking and tactical actions.
ProPerformance guides account teams in growing their insights and skills by means of the Commercial Excellence Program, which consists of highly effective training courses and workshops in the field of four different disciplines.
The Commercial Excellence Program contains a combination of methodical and skills training that are of vital importance in sales and relationship management. The content of the program partly depends on the individual learning goals and the goals of the organization.
1. Strategic Account Management Method (SAMM®)
With this workshop we teach you to structurally find your (own!) added value on a strategic level of the client and to use it in the right way.
An important starting point in this is getting involved in crucial decision making processes within the clients’ organization during an early stage.
Our account plan method clarifies where the best chances are. Thereby, the client is strategically supported, the continuity is safeguarded, embedded relations are created and – last but not least, the profitability for you and the client are enlarged!
The account plan can even be developed in cooperation with the client: you cannot get a better commitment!
2. Winning Complex Sales Opportunities® (WCSO®)
A method whereby complexity is overcome and the most important sales opportunities are charted by means of a ‘Road map’.
Subsequently we determine how to optimally influence the decision making of the client by means of a thorough analysis.
The method is based on the ‘Buying Center’ –principle, which is taught by ProPerformance at Erasmus University/ISAM.
3. Increasing Influence Selling Skills® (ISS®)
Knowledge and perception will flourish when personal skills are developed so that relations with mutual trust will be built swift and well.
In this part of the training course you will learn how to practically apply the right commercial skills personally and effectively.
4. Sales effectiveness
Decision making processes are becoming increasingly more complex. It requires new insights and skills to efficiently and effectively play into this.
In the ‘Sales Effectiveness’ training course we work on the planned and purposeful construction of trust, whereby you will learn to master the role of trusted advisor in full width.
Our starting point is to effectively bring you (!) and the qualities of your organization forward! So no techniques or tricks, but a natural attitude that invites to start an open conversation about needs, interests and the goals to be realized.
Result?
The results are numerous and applicable individually. The program in any case leads to:
- A proactive approach of sales and account management.
- A broadly usable toolkit, whereby the desired results are obtained and maintained more efficiently and more effectively.
- Expansion of personal behavioral repertoire in an immediately applicable way.
- Acceptance as a ‘Trusted Advisor’ up to C-level management.
- Strong increase of the chance of success.
- Acceleration of the turnover and an increase of profit.
- Actual realization of ‘Value Based Pricing’.
Would you like to find out more?
Send us an e-mail or call +31 35 577 1946.
