Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

Overview

WHAT WE PROPOSE

A long-term development programme based on a suite of workshops, including sessions for the leadership/sales management team.

The programme is divided into two streams: (Key) Account Management and Selling Skills. Delegates can enter and leave at any point deemed appropriate, based on a pre-assessment made between themselves and their sales manager, using the ‘Performance Map’© tool.

Post workshop assessments will also be made, using the same process and tool, allowing the tracking of individual and team development. The assessment tool will be introduced as a part of the leadership/sales management team sessions.

Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

THE Program

ACCOUNT MANAGEMENT STREAM

  • Leadership/Sales Management Team session
  • (Key) Account Management I
  • (Key) Account Management II
  • Understanding the Professional Buyer
  • Developing the Account Team

SELLING SKILLS STREAM

  • Leadership/Sales Management Team session
  • Essential Selling Skills
  • Presentation Skills
  • Negotiation Skills

Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

Stream One

ACCOUNT MANAGEMENT STREAM

It is important to keep 3 to 6 month interval between the modules, as delegates will be asked after each module to set targets for actions during that period.

The KAM modules will of course be designed to focus on the particular challenges of your market, and will take full not of current approaches, including Portfolio Management and Customer Journey Mapping, the latter being a key ingredient of the KAM task. The best KA training is always achieved when done with ‘live’ KA Teams, enabling us to focus on real and current challenges. This will very likely require the involvement of non-sales functions, and will also need to consider the wider membership of KA Teams for pan-European customers.

Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

STREAM two

SELLING SKILLS STREAM

The intention of these modules will be to consider selling skills within the KAM environment, a circumstance which adds significantly (by the nature of the contact matrix) to the challenge of listening to the customer, and formulating appropriate responses from the team.

It will become clear after the KAM modules how wide the net should be thrown regarding delegates for these modules, but it is anticipated that it will involve those in non-sales functions who have direct customer contact through involvement in KA Teams.

Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

The Result

THIS TRAINING PROGRAM WILL HELP YOU

  • Maximize customer retention
  • Win new accounts against the top competition
  • Secure your customer relationships
  • Understand your customer’s values to achieve profitable Key Supplier Status
  • Develop sustainable and profitable added value propositions
  • Align your whole business behind a key account management strategy

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