WBS Group Sales Development : Account Management

WBS Group Sales Account Management

Account Management, or Key Account Management (KAM) is one of the most important changes in selling that has emerged during the past 30 years. It is a radically different process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits. Many Account Management implementations fail but our approach follows best practice to avoid that risk because we follow a proven 7 step model:

  1. Treat Account management as an organisational change not a sales technique
  2. Gain board level commitment
  3. Identify ‘champion(s)’ within the organisation
  4. Help identify key accounts (carefully)
  5. Support the identification of, and train, account managers
  6. Introduce the right metrics
  7. Support benchmarking and development

Unless your company has the lowest cost base in its sector it cannot expect to succeed with a policy of cutting prices. The alternative is to offer your customers additional value. Our approach to Account Management from assessment, through account planning workshops and execution of plans to coaching and mentoring will help you to understand your client’s business better, propose new ways of managing customers and build stronger business relationships, making it much harder for your competitors to sell to your customers. The benefits are :

  • Build stronger relationships with your customers
  • Gain an advantage over your competitors
  • Reduce the issue of price (because of the unexpected added value you provide)
  • Build and sustain customer loyalty
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Sales Leadership

Sales leadership is based on coaching and mentoring sales leaders by experienced sales directors...

Account Management

WBS approaches the development of account management in terms of individual and team capability and capacity... 

Sales Training

Sales Training includes individual capability assessment and personal development plan to design a tailored workshop programme...

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