Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on May 15th - May 16th. This professional masterclass is for people in a sales, management or buying role who are directly involved in negotiations.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on June 5th - June 7th 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

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Are you serious about KAM in 2018?

Key Account Management

Managing the customer project: Core tasks

There is a high degree of overlap between the expertise and skills required in sales and account management yet with account management, the emphasis is more on being the manager of the ‘customer’ project. Listed below are the range of activities undertaken by a Key Account Manager:

Between the Key Account Manager and the account: Managing relationships and identifying opportunities

  • Relationship management, especially at a decision making level.
  • Knowledge about the customer’s market and sector.
  • Opportunity management.
  • Escalation management.

Between the Key Account Manager and their own organization: Pooling resources for the customer

  • Create transparency in relation to the account.
  • Represent requirements.
  • Coordinate resources.
  • Manage account team(s).
  • Ensure account development.

The internal ‘impact’ is a new and particularly important dimension of a Key Account Manager’s activities. This aspect is often underestimated. Managing virtual) cross-functional teams without a supervisory function requires special skills which are generally not taught as part of a ‘classic’ career in sales.

What should you consider when developing your Key Account Managers?

Being a Key Account Manager involves managing complex internal issues as well as developing customer relationships on a medium to long-term basis. Your Key Account Managers might be good sales people but lack a few important skills in relation to understanding the added value for the customer and managing a team.  Have you critically assessed the competences of your Key Account Managers? We have identified four training modules for effective training of Key Account Managers:

  1. Organizing relationship management and identifying opportunities
  2. Transforming opportunities into contracts
  3. Presenting financial added value
  4. Managing cross-functional teams

Interested?

  • Please call +44 (0) 330 9000 800 or email us to receive details on the four identified training modules for Account Managers and the whitepaper on Key Account Management: Underestimated areas of competence.
  • Find out about our next scheduled Key Account Management course at London Heathrow Crowne Plaza.