Training Programmes

Key Account Management

Date: 9th November 2022

Tutor:  Jo Collins Sales Performance

Venue: Online

Time: 9.30am – 5pm

Cost: FOC

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You’ve probably heard it before 80% of sales comes from 20% of your customers.

While the percentages may differ from business to business, the principle holds true. Some customer accounts are simply more valuable than others. Because these customers represent a large portion of your revenue, it makes sense to have a plan to protect that revenue.
key benefits of developing a key account plan for your business.


  • Customer retention improves
  • Sales growth opportunities
  • Priorities become clearer
  • Improved customer relationshipsIn this programme, we will cover the following:


  • How to identify your key accounts, as its not always exclusively to revenue.
  • Skills that matter
  • Upselling & cross selling process to develop more salesDeveloping a key Account Management Process for your business is a long-term strategy. It is often said that the difference between sales and key account management is the following:

                       In Sales you ‘sell’, in KAM you help customers ‘buy’.


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