Custom designed in-company management and sales training
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hr TEAM wins assignment to develop a Key Account Management programme for a U.S. manufacturing company...
We have been working with this client over a period of time developing and facilitating a number of programmes in the sales area. The overall objective is to create a suite of learning programmes that are available to the sales people as they progress through the organisation, and their roles develop.
One of the key elements to put in place is a Key Account Management programme.
Due to organisation change, and a specific channel strategy the focus for many people in the sales team is moving to a key account role.
The organisation change involves moving form a product based structure to one of market segmentation. This means that these salespeople will now be selling a greater range of products, so their function is now more management based - utilising the resources and technical specialists in the organisation so that optimum service and value added is provided to the key accounts.
The second factor - using a distributor channel to serve the "mass market" - means that the direct sales teams now focus on the large and potentially large accounts. Our relationship with this client is one where we primarily have a design house function. We develop and pilot learning programmes and then "handover" facilitation to the sales management team who complete a train the trainer briefing with us.
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