Key account management training


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KAM, A term that is widely used and few understand it and VERY few practice it.
What is KAM, who qualifies as KAM account, what is required in a professional sales person to be a KAM, what are the knowledge.skills required for a KAM ?

Many questions are answered in this intense 3 days course by Ashraf Osman

Published in: Business
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Key account management training

  1. 1. Key Account Management:KAM is a keyword in the sales realm, exercised intuitively by few sales professionals, butnot even known to the majority. This course sheds light on the definition of KAM, whichaccounts qualify as KAM accounts, what is required in a key account manager and theskills and techniques that help him/her in doing a successful job.KAM training is a 3 days course , the first day (referred to as Module 2 in the outline) isQuota B2B game to baseline the participants knowledge and create teamworkenvironment.Module One: Getting Started. Housekeeping Items. The Parking Lot. Workshop Objectives. Pre-Assignment Review. Action Plans and Evaluations.Module Two: Sales process knowledge and team baseline (Quota B2B) Sales process stages, living the experience Evolution of selling; relationship to consultative to partnership Key events in sales process Multiple sales cycles within the same account Prospecting and qualifying Levels of approval and their significanceModule Three: Understanding the realm of KAM. What is Key account management (KAM)?. Identifying Key accounts . Why do you need a KAM strategy?.Module Four: Assessing and qualifying KAM accounts.
  2. 2. Overview of key business analysis techniques. How to map any business model using BM canvas. What are the attributes of an ideal Key Account?Module Five: practical techniques to penetrate your Key Accounts . Buying motivations; personal and corporate. Organization structure in a KAM environment. Assess client organizational culture and its fit with your organization. Networking in KAM environment.Module Six: Engagement models in KAM environment. Review of several models, their upside and downside. Bow-tie model. One on many model. Cotton-reel model. Diamond team model.Module Seven: Achieving KAM supplier status. Purchasing revolution Seeking value in a supply chain Purchasing organization structure How do they seek value, how to build a shared future.Module Eight: Competition in KAM environment . Understand yourself, your customer then your competitor Competition analysis techniques. Develop your competition matric Comparing notes with your customer.Module Nine: Managing the KAM team. The human factor
  3. 3. Getting the chemistry right Maintain team focus while meeting account objectivesModule Ten: Finance for Key Account Managers. Finance for non-finance professionals Research clients financial performance and future business objectives Cash flow management in multiple year sales engagementModule Eleven: Building your KAM plan. Practical exercise, participants build a KAM planModule Twelve: Wrapping Up. Words from the Wise. Parking Lot. Lessons Learned. Action Plans and Evaluations.