I Want To

Improve our key account sales performance

Key Account management is an important opportunity for many SME’s that often goes unrecognised or is only paid scant service.  Many SME’s have larger accounts (those that typically contribute more than 10% turnover) and approaching these accounts and relationships from a professional Key Account perspective will pay dividends – particularly if those key accounts are part of a larger group or organisation.

What's involved?

• A free of charge diagnostic – typically an hour or so of your time to enable me really understand what you and your team would like to achieve.

• We would talk through who might be involved in the process and agree a venue.

• We would then provide you with a written quotation outlining our recommendations as to the most appropriate way forward together with suggested diary dates if required.

Important considerations

  1. Key Account Management should be the single most important area of sales focus within a growing SME.
  2. Developing and managing Key Accounts to their maximum potential is a real skill.
  3. Not every account has Key Account potential.
  4. Key Account segmentation and classification into the strategically important ones and others is key in determining how sales resource is allocated.
  5. There are a number of recognised stages of growth with a key account and these stages of growth should be planned for.
  6. These stages of growth can collapse with little or no notice if relationships stall or change for whatever reason.
  7. Each key account should have its own strategic development plan.
  8. Professional Key Account Management can be an incredibly cost-effective way of driving profitable sales with existing customers.

Next Steps

Keen to work with us
or find out more?

If you would like to arrange your free of charge diagnostic with a view to exploring a sales and marketing strategy, please contact me direct by either phone or email.

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