Grow revenue within existing accounts with Critical Account Planning
Often overlooked by many sales professionals is the opportunity to deepen and expand the relationship within existing accounts.
Critical Account Planning is a proven account management program that teaches sales professionals how to plan for and maximize opportunity within existing accounts. This approach leads to stronger, longer-lasting relationships, improved customer loyalty, and increased revenue.
Key benefits of Critical Account Planning
After completing this program, your sales team will be able to:
Successfully deepen and expand customer relationships using a proven account management process
Approach accounts with consistency and precision, resulting in more closed business and stronger customer relationships
Gain insight into how to manage, organize, and analyze critical account information
Develop a relationship strategy that skillfully aligns customer needs with opportunities
Carry account strategies forward with tactical implementation plans to grow business
Program Objectives of Critical Account Planning
Program objectives include:
Apply the Critical Account Planning (CAP) framework to key customer relationships
Collect critical information required to analyze accounts successfully
Identify the decision-making process within key customer relationships
Create a plan to identify and work with key account contacts
Protect accounts by analyzing the competitive strengths and weaknesses impacting customer relationships
Align customer needs to account priorities and objectives
Plan and prioritize next steps to drive opportunities forward
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.
Analyze & Plan
Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.
Tailor & Prepare
With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.
Learn & Practice
Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.
Assess & Report
Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.
Sustain & Reinforce
Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results,and ROI.
Use a technology solution to reinforce training in a convenient and fun format.
Download the brochure
More information about the Critical Account Planning program is available in this downloadable PDF