In a recent Gartner poll, 72% of sales leaders said their reps struggled to consistently meet account growth targets. A separate Forrester study found that only 6% of executives believed their salespeople’s agenda was to help them drive results. The gap between those two findings is where revenue is being lost. The Sales Institute’s Account Management programme gives account managers and sales representatives the skills and structured process to close that gap — building the kind of relationships that grow long-term account value.
The Account Management programme is a 12-hour structured programme built around the journey from tolerated supplier to celebrated business partner. Every module connects directly to a commercial outcome.
Programme overview and the aims of effective account management. Understanding the journey from tolerated to celebrated business partner. How to enable sales growth through a focus on business improvement. How success is defined and measured.
How to prioritise high-potential customers and build a focused account strategy. Developing a compelling core sales message and value proposition. Using the Value Planning Framework to understand customer needs. Defining sales strategy and tactics to achieve account objectives.
How to build trust, rapport, and improve the buying experience. Creating meaningful connections through active listening and diagnostics. Asking the right questions, structuring conversations, tailoring solutions, and gaining permission to proceed.
How to work collaboratively with clients to develop solutions that generate value for both parties. The principles of co-creation, mapping customer requirements, building capabilities to solve challenges, creating a services blueprint, and presenting the solution.
How to influence multiple stakeholders across the account and build internal support within your own organisation. Developing an authority and influence matrix, coaching customer advocates, and successfully delivering the kick-off meeting.
How to build and present a structured business case that motivates investment in new projects. What goes into a business case, how to measure and communicate value, manage risk, and present to stakeholders effectively.
How to close the sale and negotiate an agreement that works for both parties. Techniques for closing, handling objections, and applying a structured negotiation process — Prepare, Communicate, Propose a Solution, Get Commitment.
How to maintain momentum and secure future business. Measuring returns, providing feedback, planning next steps, and setting a structured 30/60/90-day plan to sustain growth within the account.
Delivered at your premises anywhere in South Africa
Via Microsoft Teams, same content and facilitation quality
Structure and timing confirmed during scoping
The Sales Institute has spent over 25 years perfecting sales performance for the world’s leading brands. Our Certificate in Professional Selling has been trusted by sales teams at some of the world’s most recognised companies for over 25 years.
The Account Management programme is a 12-hour workshop delivered onsite or virtually, designed for account managers and sales reps who need a practical, structured methodology for account growth. The Certificate in Account-Based Selling is a six-week remote learning programme with 1-1 coaching and eLearning, suited to individuals wanting a more in-depth, self-paced development experience. Speak to us about which format is right for your team.
This programme is designed for account managers and sales representatives who manage existing client relationships and are responsible for growing revenue within those accounts.
The Account Management programme is a 12-hour programme. Delivery format and scheduling are confirmed during an initial scoping conversation.
Yes. The programme is delivered onsite at your premises across South Africa or virtually via Microsoft Teams, with the same content and facilitation quality in both formats.
Contact us directly and we will structure the programme around your team size, experience level, and scheduling requirements.
