[ Sales Productivity ]

 
 
 
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Full-Day, Plus Ongoing Management Coaching | Tracking: Two “Developmental” Accounts Tracked by Rogers for One-Year


Key Account Management: Prior to this sales immersion, the reps and managers will identify high priority accounts for development of a strategic plan. High-priority accounts can be accounts that are currently not spending or spending less than desired. The focus will be on developing a “dual strategy” to maximize the sales process and save time. Participants will learn how to best qualify, pursue and close high potential accounts and will develop a personal system that can be monitored by management:

  1. Develop a plan to shorten the closing cycle with high-gain accounts

  2. Identify the key players and develop a REAL strategy for closing the business

 

Participants Will Learn:

  • A Simplified Process: Determine the Right People, Right Intel, Right Strategy
  • Building “Level 4” Professional Selling Relationships
  • Strategy vs. Tactics – How planning your approach saves time
  • Identifying Key Roles in the Buying Process
  • Creating a Relationship Strategy for Key Buying Influences
  • Types of Questions to Ask and Avoid
  • Hot to Draft a Simple and Powerful Account Plan

Participants will spend the entire session working with a specific, pre-identified target that has been under developed, particularly difficult, or impossible to penetrate. The process will utilize a simple, 2-page Key Account Management form which when once completed, can be filled out for virtually any account in less than 15-minutes. Every participant will put at least two high potential accounts into this process and share their strategies ongoing with management. Noll & Associates facilitators also serve as ongoing coaches for those wanting to discuss account strategy on particularly difficult accounts. Participants will receive 10-weeks of follow-up tips to ensure the skill sets are instituted.

Participants: All sales employees involved in selling to and managing Rogers’ highest value accounts. Primarily reps and managers and anyone else management deems essential to the process.

 

Facilitator:

Kennen Williams | President, Noll & Associates has been the President of Noll & Associates since 1992. Prior to forming the company, he worked in the broadcasting industry for more than 14 years. As Station Manager/Director of Sales for KPIX-TV in San Francisco, Kennen was responsible for more than $100mm in gross revenue and consistently exceeded budgets.