Sales & Customer Experience

Account Management

Grow the accounts you already have, with a portfolio analysis, a purchasing-centre map and a written growth plan for the next year.

The business challenge

Why organizations ask for this

Key accounts are usually managed reactively. Without segmentation, a share-of-wallet calculation and a map of who actually decides, account management becomes order-taking with travel.

Approach & methodology

How the programme actually runs

Workshop + applied account planning · Face-to-face, applied to real accounts · RO / EN

Planning and organizing the activity

Prospecting and the structure of the customer file; improving sales process conversion; analysis of the efficiency of the activity.

Portfolio analysis

Customer segmentation by value, skill and will; calculating the growth potential of a key account through share of wallet; efficient opportunity scoring, what chance do I actually have of winning this customer?

The purchasing centre

Analysis of the roles involved in the customer's decision-making, and how to cover each of them.

The growth plan

Building the customer portfolio growth plan for the next year, and using the sales pipeline as a forecasting and performance tool.

Reinforcement

Applied to the participants' real accounts, with manager review.

Competencies built

What participants can do afterwards

Account planning

A written plan for the next year, with named opportunities and owners.

Stakeholder management

Map the purchasing centre and cover every role, not only the friendly one.

Customer satisfaction monitoring

Track the account's health before the renewal conversation, not during it.

Prioritisation

Score opportunities honestly, and spend your time where you can actually win.

Expected business outcomes

What the organization should see

Greater share of wallet per account

Higher retention of key clients

Improved forecasting and pipeline growth

Schedule & format

Practical details

Audience

Key account managers and sales leaders

Duration

Workshop + applied account planning

Format

Face-to-face, applied to real accounts · RO / EN

Measurement

Kirkpatrick L1–L4

FAQ

Frequently asked questions

Key account managers and sales leaders.

Workshop + applied account planning. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.

Face-to-face, applied to real accounts. We adapt the mix to your geography and shift patterns.

Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.

Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.

Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15-20% and 60-80% transfer into practice.

Yes. We also deliver in French across our Western European and African operations.

Related programmes

Others in Sales & Customer Experience

Consultative Selling

A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.

Consultative Selling with DISC

The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.

Sales Academy

A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.

Start a conversation

Book a strategic discussion about Account Management

If you are exploring how capability building can strengthen performance across your organization, we can help you identify where the greatest opportunities for impact lie and what capabilities matter most in your specific context.

Our first conversation is exploratory. We look at your business priorities, current challenges and organizational maturity to identify where capability development could create the most meaningful and measurable value.