ADP - Account Development Plan - Course Overview

This programme provides today's sales professional with the necessary insights, tools and techniques to take their sales effectiveness, and their business relationships to the next level.

By examining the key facets of effective account development and sales planning, this programme uncovers the range of potential opportunities available to the Account Manager intent on delivering better results to his/her company, and delivering exceptional value to the customer.

By using the Account Development Plan and process as a lens through which an account can be critically viewed, this programme will help Account Managers to plan your company's efforts in maximizing the sales and service potential that exists within your customer base.

Programme Objectives

This programme will enable Account Managers to create clear development plans for key accounts to achieve the following objectives:

• Maximised sales revenues and profitability
• Improved customer service
• Increased awareness and visibility of the future potential within accounts
• Enabling Account Managers to prioritise their objectives, plans and actions accordingly
• Identifying the 'size of pie' potential within an account , and plan for maximising their 'slice of pie'
• Understanding of the political landscape, and planning the development of meaningful relationships within the DMU
• Identifying and planning the 'cross-selling' and 'up-selling' opportunities within an account
• Provide a basis for measuring progress within an account
• Improved account management
• Better forecasting

Workshop Content

• What is a development account?
• Cultures and values - becoming a preferred supplier
• Account development planning - its purpose
• Purchasing professionals
• Supplier positioning
• Measuring success
• What will it take?
  • Goals and obstacles
  • Skills - Systems and processes
  • Organisation and resources
  • Making it happen
• The planning process
  • Account information and intelligence
  • The customers past, present and future
  • The customers expectations and needs of a supplier
  • Competitive analysis
  • SWOT analysis
  • The decision making process
  • People and politics
  • mapping out the Decision Making Unit
  • Size/Slice of pie assessment
  • Cross-selling matrix and mapping
  • Identifying opportunities
  • Creating an account development timeline
  • Developing the value proposition
  • Getting there - timetables and performance
  • Writing the Account Development Plan
• Selling to the Organisation
• Meeting the business needs - beyond benefits

Who Should Attend

This course is suitable for your sales professionals engaged in the active development of client accounts. Corporate and Public Sector alike need these tools and strategies for their accounts to develop and grow in a controlled and measurable way.