Major Account Planning Training (MAP)

Major Account Planning Training (MAP)

Course Description

Introduction:

Welcome to the Major Account Planning Training (MAP) course, meticulously crafted by Cambridge for Global Training. Major account planning is a strategic process that focuses on developing and implementing customized plans to effectively manage and grow key accounts. 

In today's competitive business landscape, mastering major account planning is essential for sales professionals to drive revenue and strengthen client relationships. This comprehensive programme is designed to provide participants with the knowledge and skills needed to develop successful account plans that align with organizational objectives and drive sustainable growth. Through a blend of theoretical insights, practical exercises, and real-world case studies, participants will learn how to identify key accounts, assess their needs, and develop tailored strategies to achieve mutual success. Join us on this transformative journey to enhance your major account planning capabilities and become a strategic partner to your most important clients.

Course Objectives:

By the end of the course, participants will be able to:

• Understand Major Account Planning Fundamentals: Gain a comprehensive understanding of the principles and processes of major account planning.
• Identify and Prioritize Key Accounts: Learn how to identify and prioritize key accounts based on strategic importance and potential value.
• Develop Comprehensive Account Plans: Develop customized account plans that align with organizational goals and address the unique needs of key clients.
• Build Strong Customer Relationships: Explore techniques for building and nurturing long-term relationships with key clients to drive loyalty and trust.
• Drive Revenue Growth: Identify opportunities for revenue growth within key accounts and develop strategies to capitalize on them.
• Manage and Mitigate Risks: Understand potential risks in major account management and develop strategies to mitigate them effectively.
• Measure and Evaluate Performance: Establish key performance indicators (KPIs) to measure the effectiveness of major account planning efforts and drive continuous improvement.

Who Should Attend:

• Sales Managers
• Key Account Managers
• Business Development Managers
• Account Executives
• Relationship Managers
• Sales Professionals responsible for managing and growing major accounts.

Course Outline

Unit 1: Introduction to Major Account Planning

• Overview of major account planning principles and processes
• Importance of major account planning in driving revenue and growth
• Key elements of successful major account planning
• Case studies on effective major account planning

Unit 2: Identifying and Prioritizing Key Accounts

• Techniques for identifying and segmenting key accounts
• Criteria for prioritizing key accounts based on strategic importance and potential value
• Assessing key account potential and growth opportunities
• Practical exercises in identifying and prioritizing key accounts

Unit 3: Developing Comprehensive Account Plans

• Components of comprehensive account plans
• Setting objectives and goals for key accounts
• Developing strategies and tactics to achieve account objectives
• Aligning account plans with organizational goals and resources
• Case studies on successful major account planning initiatives

Unit 4: Building and Nurturing Customer Relationships

• Techniques for building trust, rapport, and credibility with key clients
• Communication strategies for effective relationship management
• Managing expectations and delivering value to key clients
• Role-playing exercises and simulations for relationship-building

Unit 5: Driving Revenue Growth

• Identifying opportunities for revenue growth within key accounts
• Developing strategies to upsell, cross-sell, and expand relationships with key clients
• Leveraging insights and data to identify untapped revenue opportunities and address client needs
• Measuring and evaluating the impact of revenue growth initiatives on account performance