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Maximizing Sales Across the Account Portfolio | Sales | Training Programs

Here's some detailed information on our live virtual sales training program, Maximizing Sales Across the Account Portfolio. If you'd like to know anything else about this or our other training programs, don't hesitate to get in touch. Just fill out and submit the form to the right and we'll get back to you within 24 hours. Or call us directly at 888.243.0461.

Program Name

 

Maximizing Sales Across the Account Portfolio

Who Should Attend
 

Sales reps, partner sales reps and sales managers

Course Description
 

This program adapts approaches from Strategic Account Management and applies them specifically to the context of effectively building and managing across a portfolio of account sizes and types.  Participants will learn to identify trends across the account portfolio, leverage strengths, mitigate threats, assess goals and create action plans.

Duration
 

Five 75-minute live virtual modules, typically delivered one per week, and each followed by a Work Assignment of about 45 to 60 minutes

After the Program,
Participants Will Be Able To
 
  • Improve prioritization and segmentation
  • Gain increased understanding of a specific account portfolio to develop superior strategy and focus
  • Develop specific plans for the successful short-term and long-term development of an account portfolio
  • Craft superior partner strategies and relationships
  • Gain a better understanding of the competitive landscape
  • Develop prioritized target accounts
  • Increase forecast accuracy
  • Improve resource utilization
Expected Results
  Increased:
  • Business performance
  • Achievement of planned business results
  • Mutual goal alignment
  • Speed of implementation
  • Selling efficiency
  • Portfolio planning effectiveness
  • Focus on accounts that matter the most
  • Employee and customer satisfaction rates
Course Overview
 

Module 1

  • Why plan and what’s the payback?
  • Introduce the Planning Framework of Assess, Strategy and Plan
  • Market and client trends across the account portfolio
    • Business pressures and opportunities
    • Identifying what this means to the sales team
  • Current business snapshot
    • Account portfolio analysis
    • Market share
    • Business performance
  • Partner strategy (as applicable)
  • Competitive mapping
    • Using the Competitive Mapping tool

Module 2

  • Strategic SWOT analysis
  • Current business opportunities
  • Account segmentation
  • Partner Planning
    • Partner assessment
    • Leveraging existing relationships
    • Identifying and developing new partners
  • Portfolio yield planning

Module 3

  • Leveraging strengths and mitigating threats
  • Portfolio development strategy
  • Selecting investment targets
  • Identifying accounts for pursuit

Module 4

  • Setting goals and action plans
  • Pursuit planning
  • Goals to achieve development objective
    • Key activities
    • Rank and priority
    • Resources required
    • Critical dates
    • Dependencies          
  • Revenue plan

Module 5

  • Share best practices between participants
  • Leverage best practices from across the organization
  • Reinforce overall account portfolio planning process
  • Review and specific areas of challenge
  • Keys to implementation success
  • Develop personal implementation plans
Prerequisites
 

None

     

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