Key Account Management Skills Training Course Outline

Sales & Business Development Skills

Key Account Management Skills

2-Day Course l 100% HRDC Claimable

Course Introduction

Key Account Management – From Customers to Business Partners workshop provides a step-by-step guide to obtaining the maximum value out of the methodology of key account management situational analysis using the information available to Key Account Managers.

Account situational analysis is a means of assessing a number of different key accounts, first according to the potential of each in terms of achieving the organizational objectives and, second, according to the organizational capability for taking advantage of the opportunities identified. A detailed methodology and framework can be used to classify possible potential accounts and their respective strategy requirements. It uses 10 indicators in measuring the dimensions of ‘account attractiveness’ and probability.

The outcome of understanding key account situational analysis is the diagnosis of a potential client organization’s situation and strategy options leading to higher closure probabilities.

Learning Objectives

Providing key account managers with a methodology to analyze and better forecast revenue;
Enhance understanding of specific key accounts;
Provide key account managers with better strategizing ability to win over key accounts;
Dissect actual key accounts using targeted company information;
Better understand the data and information collected on client organizations;
Identifying high potential key accounts for planning, strategizing and prioritization purposes.

Training Modules

Module 1: Understanding Account Management in the New Economy

Module 2: Creating The Branded Account Management Experience

Module 3: Utilizing the 10 Step Account Strategy for Situational Analysis

Module 4: Turning Defeat Into Victory and Looking Ahead

Module 5: Building Trust-Based Relationships with Key Decision Makers

Module 6: Growing Accounts – Cross-Selling, Up-Selling & Value Creation

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Target Audience

For Key Account Managers, Business Development Managers, Area Managers, and Senior Sales Staff

Training Methodology

This course can be conducted Physically and Online.

Physical Training Methodology
Interactive and experiential — participants learn through group activities, role-plays, discussions and real workplace scenarios.
The trainer will provide live guidance and immediate feedback
to strengthen understanding and practical application.

Online Training Methodology
Engaging and structured — participants join live discussions, breakout rooms, polls and scenario-based activities. Clear visuals and guided facilitation ensure interactive learning and effective application from any location.

Customization

Your talents development comes first. That’s why we tailor every course outline to fit your goals and close any existing skill gaps.

Duration
Flexible learning options from half a day to a 3-day sessions (and beyond)

Content
100% customizable modules to match your organisation’s exact training needs

Methodology
Delivered in your preferred format, be it physical, online or a blended approach

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Sales & Business Development Skills