Identifying accounts with the greatest potential for growth, developing strategies to grow them, building essential customer relationships, and communicating value you can bring to customers are all challenges of growing your key accounts.
At the same time, selling more to existing accounts is one of the most profitable ways to grow sales.
With RAIN Group Key Account Management training, your team will learn a proven process for key account planning to systematically grow their accounts.
In the video to the right, Jason Murray, RAIN Group's Practice Director in APAC, shares how our Key Account Management program will teach your team a proven process to systematically grow accounts.
Strong customer relationships lead to repeat business, account growth, referrals, and greater margin and revenue. Your account managers will learn how to strengthen their relationships and protect accounts from competition.
Identifying additional value you can bring to customers and communicating this value is at the heart of growing accounts. Your team will learn how to lead a Value Lab, a systematic and repeatable process for driving customer value.
Not all accounts are created equal. Bigger doesn’t always mean better. We’ll help your team select the right accounts with the greatest opportunity for growth.
With our core two-day Key Account Management workshop, suite of online programs, and other components of the RAIN Group educational system, you and your team will be able to:
We take a blended approach to learning that results in real behavior change. Our programs include a mix of delivery options and components, including:
Bring key account management training on site with live workshops for sellers, account managers, and sales managers. Training is customized based on your KAM maturity, industry, company, and solutions.
Reinforce skills. Train a geographically-dispersed sales force. Improve new hire ramp-up. We have a complete Strategic Account Management online learning program. Customize lessons and environments for your company.
Our learning system ensures that training is reinforced over time. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied.
We work with you to define and track the metrics that are most important to you (e.g., account growth, opportunity growth, profitability, etc.).
of companies believe they are ineffective at maximizing sales to existing accounts across capability areas.
The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts.
of companies believe they should be generating at least 25% more revenue from their strategic accounts.
In our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, we found the #1 priority cited by sales leaders is increasing business with existing accounts. Furthermore, most companies believe there is great revenue growth potential from their key accounts.
However, few companies are able to systematically grow their accounts.
Our Key Account Management program will give your team the knowledge, skills, tools, and planning process they need to identify and grow key accounts. We’ll walk you through a proven key account planning process that will make your efforts more focused and productive to achieve the greatest key account growth success.
As Woodard & Curran grew and expanded its offerings, they faced the challenge of selling their full set of capabilities to their existing clients. To help establish a process for growing their existing accounts, they brought in RAIN Group.
RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning. Key metrics include: