Training Model
The Developing Account Strategies program uses a systematic process that enables experienced sales professionals to manage the complex sale. This advanced selling skills program contains three phases: pre-course preparation, a 1.5-day classroom workshop, and post-classroom field support. In the workshop, participants explore how to profile existing accounts, recognize the critical players in the sale, and develop account strategies for advancing the sale.

• Online pre-course activities direct participants to select two key active prospects that they want to develop strategies for during the workshop. In addition, participants will identify historical sales performance data to help them evaluate and map future success.
  
• In the classroom, participants learn advanced profiling techniques and apply them to their real-life examples. Video and audio presentations supplement live instruction. Participants develop customized strategies for their key prospects and accounts.
  
• Following the workshop, participants receive online performance support and a 30-day checkup session to evaluate their success and share “best practices” with other participants. The Institute offers optional personal sales coaching.

Course Content Overview

Performance Goals
As a result of this course, participants will be able to:

• Assess the scope and opportunity within an account
• Identify key players in the sale and recognize their:
  • Role in the sale
  • Business and individual agendas
  • Desire to act or change
  • Reaction to your solution
• Translate strategies into executable actions
• Link sales performance to sales goals

Who Should Attend?
This program is designed for experienced sales professionals who are looking to enhance their selling skills and achieve higher levels of performance.