Building long-term and strategic customer relationships
Learn about trends and challenges in key account management
Discuss the role of the KAM: Consultant, relationship manager and networker at all levels.
Learn what project management has to do with KAM: processes, structures, strategies, goals, KPIs, etc.
Get to know leadership aspects of the KAM role: moving people, inspiring, motivating, influencing, leading without authority, etc.
Experience how different leadership styles can be successfully applied as a KAM in different situations.
Learn how key account teams are organised: Composition, distribution of tasks, intersections with other roles, success factors, coordination tools.
Exchange ideas, views and experiences with like-minded people and broaden your horizon of experience
Sound knowledge of the impact of global trends such as digitalisation and the consequences of market changes on the role of the KAM and on one's own self-image as a salesperson.
The importance of a KAM organisation in (your) company
Practical steps to establish a powerful KAM team
Show your customers visible improvements in service throughout the company
Frank Franke has almost 20 years of experience from three companies, ranging from SMEs to global players. He has held various management roles.He has been working as a trainer, consultant and coach since 2101, focusing on change management, leadership development and sales. He is trained and licensed to use various learning and workshop concepts. It is important to him not only to impart knowledge, but moreover to help clients discover how to put the knowledge into practice.
Tip: This course is available in combination with other sales-related courses.