Coaching Initiative for Sales Team Members
Key account management (KAM) is one of the most important cultural changes in the sales approach that has evolved in the business landscape over the years. KAM is a unique organisational process used by business-to-business suppliers to manage their relationships with strategically-important customers. It produces measurable business benefits for both the organisations. KAM initiative has to be customised to your business to be able to make it simple, effective and Implementable.
Key Account Management is crucial for building long-term credibility of your business. Without a structured Key account management process (KAM) that gets renewed year on year, it’s impossible to build credibility in a competitive market.
Beyond “selling big,” managing customers requires Vision, organisational and operational commitment to do it properly. Our key relationships can deliver outstanding results, but only with a robust and structured relationship management process. Enabling a simple and powerful account management Framework relevant to our business is the key. Achieving success in managing in the existing accounts has become more complex and more significant in ensuring growth excellence in the world that is full of options. All this requires building up a sustainable sales culture having elements of Trust, Care and Credibility embedded into the practice.
Knowing the difference between key accounts, major accounts and accounts
Identify and assess your key accounts correctly
Developing key account objectives that are SMART
Understanding the hygiene factors and growth drivers for a key account practise to be successful
Designing and Implementing well rounded plan for your Choose carefully the Business Strategy for Key accounts
Measuring the accrued benefits provided by us for our key accounts
Measuring the accrued benefits provided by key accounts to our business
Recognize that KAM is an organisational initiative, not just a sales technique
Set honest intentions to be of value to the buyers
Getting a high level buy in from the Top Management to commit resources
Appoint a KAM champion
Appoint and train your key account managers
Build Cross functional Support
Set the right metrics and Review them periodically – what gets measured gets managed
Benchmark and Build Further
Build a structured approach towards account management for generating a better engagement with the account
Build ways to connect better with your small accounts, major accounts, strategic accounts and key accounts; Build better revenues through your account
Help your team to build stronger relationships with multiple stakeholders in client and prospect organization (for better business continuity)
Assess your readiness to reach out to the key stakeholders to build value for the account
Build a predictable business growth in the account and improve the wallet share
Build customer success and better results for the account
Build a higher level of collaboration with internal and external stakeholders
Build a robust account plan in line with the strategies and business goals of your account
Structure your account review process for better predictability of results
Build higher levels of trust and credibility with the account
Develop Influence and gravitas to influence ideas that can help build success for your customers
Consultative approach to Account Management- For finding opportunities
Tools to build higher levels of trust
Structured Account Plan with clear actions to grow business
Ways to measure and improve stakeholder relationships
Ways to develop a partnership with the account
Kaizen approach to build improvements steadily in delivery management
Better wallet share from the account
Higher levels of collaboration with internal and external stakeholders
Disciplined approach to account management
Higher possibilities to retain the account and build a competitive edge
Better possibilities for creating customer success
Higher levels of CSAT and NPS
Key Account Management is crucial step towards taking care of the valuable accounts of the organisation. It helps to give exclusive focus to the precious accounts of the organisation.
It helps in generatiing greater benefits for your accounts, thereby building your reputation as an organisation.
Having a long term strategy helps organisations to adapt to the changing requirements of your customer’s organisation. Thus it helps to stay relevant and valuable.
Such practices help the organisations to grow their business, year on year.
Well many ways to build value. But what is Value creation all about? How do we cut the clutter around value selling? How to get straight into what is needed to build value for the buyers? Once we are genuinely customer-centric, value creation is just a logical outcome.
Helping sales and business teams to refine their approaches for winning deals in a profitable manner. Enabling the Business and supporting teams on newer approaches…
Helping sales and business teams to refine their approaches for winning deals in a profitable manner. Enabling the Business and supporting teams on newer approaches for consultatively winning new clients and improving the business in the existing accounts. Helping organizations with right leaders for success in future readiness. Moving from pure technical consulting to business consulting. Supporting organizations with Innovative approaches for improving business in key accounts through better stakeholder management. Advising with senior management post assessments and coaching them to move to the next level of leadership capability. Coaching senior leaders with large P & L on better connectedness with people and business. Acting as a sounding board when some crucial decisions are taken in terms of core team composition. Insight sharing for selecting the right senior leaders in line with the emerging businesses. Executive presence in the board room and how make impact in business presentations.
Summary – Business Coaching, Selection and Promotion assessments, alignment of senior team and middle management on the business objectives.
Helping the senior management to enable their growth aspirations through middle and junior colleagues helping sales grow through an effective sales culture creation…
Helping the senior management to enable their growth aspirations through middle and junior colleagues helping sales grow through an effective sales culture creation. Training and coaching Sales teams to enable better efforts thereby producing better results. Training the sales team to get desired results through better channel management. Improving the skills and behavior of sales team for creating better impact in the markets. Helping in assessing and improving sales Talent. Helping organizations to acquire and retain the right talent by closely working on the recruitment process.
Summary – Improving Sales Results, Leadership development, Business Coaching, Customer centric business growth.
Helping the quality of customer facing with better business skills and behavior elevating the image of the brand in the customer interactions situations. Also helped teams improve…
Helping the quality of customer facing with better business skills and behavior elevating the image of the brand in the customer interactions situations. Also helped teams improve their presentation skills, negotiations skills, helping teams to leverage on the unique aspects of their brand and properties, selling at premium. Improving the value to the clients by better understanding of Customer’s requirements and connecting them to the unique features of the property.
Summary – Sales Capability development, fast tracking high potential team, Business Coaching and training the sales team from the top brands.
Field coaching, helping to build sales strategies. Setting and meeting the expectations of different stakeholders. How do we make pitch for attracting investments into our hospitals…
Field coaching, helping to build sales strategies. Setting and meeting the expectations of different stakeholders. How do we make pitch for attracting investments into our hospitals. Helping the top team from premier business schools to stay connected to the big picture of hospital business. Helping the marketing team on their business skills and behavior. Improving business through robust territory planning.
Summary – Business Coaching and Sales Training.
Helping the business teams to consultatively work with clients to improve the overall value proposition of the services. Helping teams move from transactional relationships…
Helping the business teams to consultatively work with clients to improve the overall value proposition of the services. Helping teams move from transactional relationships to trusted advisor role. Value selling to the key clients. Helping the customers understand their lending requirements using the planning approach.
Summary – Senior level team sales coaching and Training.
Working with the senior leadership team on the alignment with the business objectives and taking that inspiration down the line. Top Sales Team preparedness for the emerging future…
Working with the senior leadership team on the alignment with the business objectives and taking that inspiration down the line. Top Sales Team preparedness for the emerging future of the business. Ensuring better connectivity between the top sales leadership team and the field force down the line.
Summary – Sales Capability development, fast tracking high potential team, Business Coaching and Leadership alignment.
Creating a strong retail culture for the retail outlets. Energizing the sales team to build their next level. Business planning for demand creation.
Selling Value of the Medium and Heavy commercial vehicles. Enabling sales for the channel team. Dealer quality development for business growth. Alignment between sales…
Selling Value of the Medium and Heavy commercial vehicles. Enabling sales for the channel team. Dealer quality development for business growth. Alignment between sales teams and key channels for a quantum jump in revenue growth.
Due to our significant FMCG Sales expertise we are able to provide FMCG companies a different perspective for their better sales efforts , Sales success strategy and for getting higher results…
We help to enhance their understanding of the retailers’ needs and requirements . We also assess the capabilities of sales teams across all the layers for a comprehensive capability development for market success. We have a team of experts who have significant exposure to FMCG B2B and B2C situations. Our Comprehensive sales enablement includes the fundamentals of route planning, daily reporting activities , Information gathering, sales process alignment , channel sales management to bigger challenges such as developing a strong pipeline of sales leaders, business planning.
Capability development Initiatives:
Summary – Sales Capability development for better results , fast tracking high potential team for building high performance teams, Business Coaching and Leadership alignment.
Enabling the entrepreneurs from IT Hardware channels to maximize their growth through service and sales excellence.
We had approached you Dinkar, for creating a Robust Account Management Culture and an effective prospect Management system. Making the Sales team and their leaders more conscious about opportunity tracking and winning the deals. We have also aligned the cross functional team to support the sales teams in accelerating business growth. The Sales enablement engagement has really enabled our account managers and delivery directors across various geographies to address the account management in a more conscious and structured manner.
IT Services Company
(Group Vice President of a MNC company)
This has helped us to have a better sales pipeline. This is the first time we have seen our sales pipeline so healthy and predictable . We have been able to close some good deals too
IT Services and Consulting Company
(Managing Director – Indian Company)
Y17-18 has been momentous year for our vertical. As of YTD Dec’17, we had grown by 30% over previous year and continue to maintain a similar run rate. I would like to take this opportunity to thank each and every one of you for your contribution & hard work to make this year a grand success.
IT Products Company
(Group Business Head – Indian MNC)
The program definitely helped to bring discipline in the territory and sales management, which was one of the most critical points to achieve: Permanent Journey Plan in place for quality of customer conversions; Structure and Quality content of Sales reports, including secondary sales…
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Use of internal SalesForce tool; Value Selling Kit introduced and used; Overall seriousness and reactivity to queries and requests (reply to emails; return phone calls, sense of urgency) – The program also helped the RSMs to increase their level and sense of responsibilities as managers of teams: Importance and quality of Field joint visits; Importance and quality of structured team business reviews; Increased strategic mindset in the quantity, quality and direction of efforts dedicated by themselves/their teams – Overall the program has enabled higher level of awareness, trust and confidence among the teams and with external stakeholders – Improvement also lately happened in the area of Distribution strategy and management.
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(Managing Director – European Multinational)
Amazing how relevant it is and the appeal is tremendous. Keep these salvos coming and thank you so much for being there for us. A new energy is visibly motivating our team to take those bold steps, do that diligent planning and make those hard decisions. Learning is the evolved living and you are a wonderful resource. Customer is not King, the right Customer is! Cheers!
Engineering Capital Equipments
(Managing Director of an Indian Company)
Everything you taught gave us a fresh and a new point of view in terms of looking our day to day work in a new and productive manner. Once again, thank you so much for all your time and inputs with the team. It was indeed a great learning session.
Senior Sales Manager from an Indian MNC
My first observation is that the complete program was run well . This program has really evaluated each of the sales colleagues about his strength and the areas of improvement, which sometimes they are not aware of, or they just take it lightly. These improvement areas are very important for their career growth and the growth of the organization, thank you.
Electrical Engineering Company
(General Manager – A Large European MNC)
Thank you for a great couple of days. You’re a true inspiration, not only through your professional competence and obvious people knowledge, but also on a more personal level. I am grateful that you are willing to share your wisdom with me.
European Consulting Company
(Director – Large MNC)
At the outset thank you very much for the personnel engagement to coach me and I’m really thankful for your valuable guidance and support in enhancing my skill towards leadership qualities. And will still work and improve upon below activities. Many thanks for your message and for your engagement with us over the full 6-month period, which was fruitful for all levels of the organisation.
Building Materials – Senior Manager
(A Large American MNC)
It was indeed a pleasure to collaborate with you in designing and conducting DEEKSHA 2.0 for our Retail team. Thanks for all your involvement and efforts to see all participants take home some new lessons and learn to bring a change within. The exercises were really appreciated by the team as they brought a direct connection to their activities and gave them a chance to introspect from a new angle. We will be contacting you for our future learning and development programs with a different set of employees.
Core Team Member from Strategic L and D Team
Large Indian MNC (Public Sector Undertaking)
It is heartening to see the participation of our managers in this program with your mentoring and coaching. It is astounding to see the efforts taken by my colleagues in the field and the success stories that have happened due to their efforts which, due to the large size of our organization, do not get timely and due coverage. However, their efforts are not going unnoticed, and they will be rewarded in their career for this sincerity and dedication.
I am sure that the interpretation of the inputs from your session will take their current level of relationship with all stakeholders to the next level and inspire other colleagues to follow their example. Best wishes for more success and transformation in the coming days.
Head – Retail Business
Large Indian MNC
Thank you for the session and for providing a larger perspective for demonstrating our value proposition. Happy to work on these lines going forward and will share the responses within the timelines.
Sr. Director – Strategy and Growth
Thank you, Dinkar; our discussion today was a giant leap toward getting more intentional about our pipeline health. And therefore, target achievement.
Business Head – Large Strategic Consulting Firm
Dinkar Rao has supported the goals of more than 12000 professionals from Foreign MNCs, Indian MNCs and local SMEs. He has done senior management assessments and selections for top-notch organisations. He has been involved in many international and domestic people enablement initiatives. Dinkar Rao has been involved in various strategic initiatives for long-term Sales Organisation development.
Dinkar Rao has coached more than 300 companies. Dinkar has personally handled many critical assessment centres for different layers of management from large and small businesses.
More than Twenty-five (25) years of exposure in Sales Management and 15 plus years in Sales performance Consulting. Dinkar Rao has hands-on experience in sales because of his deep interest in the sales career.
Dinkar Rao was part of Mercuri International (Sweden Based MNC as a Senior Consultant), Mercuri Urval (Denmark Based MNC as a Senior Consultant) and Better Future (Nederlands-based MNC as their Managing Director for Asia)
M.Tech (Mineral Engineering, Indian School of Mines- IIT Dhanbad), PGDBM, Leadership Capability Assessor, LIFO Coach, Belbin Coach, Celemi (Business Simulation) Certified Coach, ICF Certified Life Coach, Doctorate in Management studies.
Dinkar is a Member of the Mindfulness Association (UK)
Dinkar Rao is the founder of Groval Euler’s, Kabir Learning Foundation and Groval Selectia
Projected Annual Turnover for the next two years*