Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Sales Leadership in the Field

Sales Leadership in the Field

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
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.

Taking Sales to a Higher Level

Key Account Management

This programme is for experienced sales people who have, or will soon have, responsibility for managing strategic relationships with key customers.

The Key Outputs:

  • A comprehensive toolbox for driving efficient selling activity.
  • A clearly defined process for creating stronger and more profitable relationships that are secured from competitor activity.
  • A defined set of methods and activities that will increase the wallet share from key customers.

The Agenda (3 Days)

Introduction and Objectives

  • Setting the objectives for the participants.

What does KAM feel like?

  • This examines the emotional aspect of dealing with key customers and how each treats the other.

The Mercuri Key Account Model

  • This model brings together all of the essential elements of KAM, both at a strategic level and operational level.

Selection Criteria

  • How to define your key accounts. The criteria that determines those that need specific attention.

Managing Information and People

  • This section examines the critical information needed to effectively manage your way around the decision making process.

Objectives and Strategies

  • How to ensure your activities are aligned to a clear goal that will deliver what you need from your key customers.


  • How to build the right key account team.


  • The impact of their demands on your offer.

Planning and Measurement

  • How to build and monitor the key account plan.

Personal Action Planning

  • How to implement the key learning points.

2 Oct 2018 09:30 - 4 Oct 2018 17:30
Key Account Management
From:2 Oct 2018 09:30
To:4 Oct 2018 17:30
Location:London - Heathrow Crowne Plaza