Account management Programmes
Strategic Account Management
The Strategic Account Management Process is a structured methodology for developing an in-depth understanding of your strategic account’s critical strategic and business issues and develops an account plan for creating a strengthened relationship and value-centric business solutions that help clients deal with these issues. The ability to deliver credible, demonstrable value and earn an equitable return on the value delivered, lies at the heart of the strategic account relationship.
Enterprise Account Management
Enabling sales teams with best practices and skills to cover, penetrate and grow large, strategic or key accounts. Sales teams identify the key customer business drivers and objectives at the business unit level. They identify and manage sales opportunities, develop account strategies, manage key relationships, and leverage partner and account marketing activities across enterprise accounts.
Portfolio Management Process
Optimising resource constrained sales professionals to cover, penetrate and maximise revenue from a portfolio of accounts. It provides a structure for segmenting the account portfolio, profiling the most valued and growth accounts, creating a differentiated coverage and penetration plan to develop revenue opportunities from accounts with the highest potential, whilst balancing the revenue streams and managing key relationships and marketing activities across the portfolio.
Territory Management
A practical approach and a set of best practices and tools for analysing a territory’s potential. Participants develop a territory management plan aimed at maintaining and growing revenue by leveraging all available resources including branding, product marketing, resellers, and alliance partners.
Sales Opportunity Management Programmes
Value-Centric Selling
A practical results-oriented approach for managing and winning sales opportunities by focusing the sales effort at the right customers and on the right issues. The Value-Centric Selling methodology aims to shorten sales cycles, improve the win-rate and reduce time wasted in no-win sales opportunities.
Solution Selling
Solution Selling establishes the key selling events in a solution sale, and practises the skills required by the salesperson. The range of solution selling is from the initial investigation of the sales opportunity through to implementation of the solution project. Participants are typically from companies whose customers are requiring a solution-centric or customer focussed approach.
Selling to Public Authorities
To build credibility and trust with senior officials in a public authority account requires salespeople to understand the fundamental driving forces in service and infrastructure delivery. This programme targets the right organisations, the right individuals and the right issues for creation and communication of value.
Building Value Propositions
Salespeople learn to apply concepts and templates to define and develop statements of the measurable value of their solutions to customers. The value proposition acknowledges the customer's business environment and frames the business case for the solution by defining combinations of potential savings, revenue growth, timeframes, required investment and potential returns.
Sales Competency Building Programmes
Value-Centric Selling Skills
Combines a set of emerging and traditional sales competencies and support tools to sell a value-centric solution by managing the key sales engagements. Salespeople learn to develop business opportunities proactively, construct a solution and communicate a unique business value proposition more effectively.
Financial Firepower for Salespeople
The programme is aimed at developing business acumen and equipping salespeople to communicate with their customers in the language of finance, and also to generate value propositions or cost benefit analyses. It provides participants with an understanding of the financial dynamics that flow from commercial transactions, decisions and occurrences.
Financial Firepower for Solution Selling
The programme is aimed at developing business acumen in the context of a solution sale. Participants learn to communicate in the language of finance. The programme assists them with an understanding of the financial dynamics that flow from significant business transactions and to develop a business case and a financial value proposition.
Sales Fundamentals
A practical approach for analysing and developing a sales territory. The fundamentals of conventional selling like prospecting and making appointments with target customers are combined with the latest techniques for sizing up key individuals, developing needs and presenting a solution professionally.
Sales Management Development Programmes
Sales Management Process
Enables sales managers to maximise the performance of their teams through the application of knowledge, skills, processes and tools designed specifically for generating business through professional salespeople. The Sales Management Process helps sales managers gain a comprehensive understanding of their role and a greater awareness of the activities and behaviour that stimulates outstanding sales force performance at an individual and team level. It is a structured approach to Business Planning, People Management and Business Management.
Sales Performance Management
A programme to assist managers with the development of lead and lag measures for sales performance. Sales managers are supplied with skills, tools and processes to measure and manage sales performance that will allow salespeople to perform to their maximum capacity and potential.
Sales Management Coaching
Sales Management Coaching supports the salesperson during their workshop process, and helps to embed the skills and processes learned. This process promotes an improved return on investment for the company.
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