Key Account Management
Start doing things that are going to make our valuable customers even more successful in their business.
Workshop Facilitator's Background (Dinkar)
24+
Years In Sales Management
12,000+
Business Professionals Enabled
300+
Companies Coached
17+
Years In Sales Performance Consulting
Past Projects – Enabling Sales and Leadership Capability
with Business Growth – Experience snapshot
INFORMATION TECHNOLOGY
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…
INDUSTRIAL ENGINEERING (B2B)
Helping the senior management to enable their growth aspirations through middle and junior colleagues helping sales grow through an effective sales culture creation…
HOSPITALITY INDUSTRY
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…
HEALTHCARE INDUSTRY
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…
BFSI
Helping the business teams to consultatively work with clients to improve the overall value proposition of the services. Helping teams move from transactional relationships…
FINANCIAL DATA SERVICES
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…
RETAIL
Creating a strong retail culture for the retail outlets. Energizing the sales team to build their next level. Business planning for demand creation.
AUTOMOTIVE
Selling Value of the Medium and Heavy commercial vehicles. Enabling sales for the channel team. Dealer quality development for business growth. Alignment between sales…
FMCG
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…
IT HARDWARE – SERVICE CHANNEL ENABLEMENT
Enabling the entrepreneurs from IT Hardware channels to maximize their growth through service and sales excellence.
Key Account Management
Training, Coaching and Culture Creation
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.
KAM - Building Actions
- 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
KAM - Building Culture
- 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
Theme of the Engagement
- 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
Output, Frameworks and Tools
- 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
Key Outcomes
- 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
Short term Vs Long term development
Groval Euler's – Enablers for revenue generation for your organization through customized Sales Coaching and Training on Key Account Management
FAQ
What is the significance of Key Account Management?
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.
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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.
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How do we build value for our customers?
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.
Who Should Attend ?
Testimonials
IT Services Company (Group Vice President of An MNC company)
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”. This means a lot of practice and enjoyable coaching.
Engineering Capital Equipments – (Managing Director of An Indian Company)
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!
Electrical Engineering Company (General Manager – A Large European 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.
Personal Consulting experiences of the founder (Dinkar Rao) – Some Projects
About the Facilitator
Dinkar has supported the goals of more than 11000 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 has been involved in various strategically crucial initiatives for long-term Sales Organisation development.
He has coached more than 300 companies. He is also the founder of Groval Euler’s and Kabir Learning foundation. Dinkar has personally handled many critical assessment centres for different layers of management from large and small businesses.
Dinkar’s Background
25 plus years exposure in Sales Management and 15 plus years in Sales performance Consulting.
He 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. He is a Member of the Mindfulness Association (UK)
Also the founder of Groval Euler’s, Kabir Learning Foundation and Groval Selectia
- Are you a Managing Director/ CEO/ CSO/ HR Head of a company?
- Are you heading Line of Business (LOB) and managing it’s P&L?
- Do you want 90% of your sales team members to achieve their sales targets?
- Do you want excellent customer satisfaction scores, consistently for your services?