Critical Account™ Planning
$1,545 $1,645
Online / Live Instructor Training
Workshop is conducted over two consecutive days in 2, 4-hour blocks.
Workshop Benefits
- Deepen customer bonds
- Analyze critical info and align strategies
- Implement plans and drive business growth
Rethink how you prospect 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
Maximize Your Sales Training Investment
Personalized Sales Coaching
No one ever became a champion without a great coach. Janek sales coaches provide personalized guidance to take your team’s performance to the next level.
Our personalized sales coaching program will support sustainment and reinforcement of the skills provided in the training workshop over time. The coaching will focus on skill implementation on real-life deals and can delivered through group or one-one sessions. Janek coaches provide real-world, real-time guidance to make an immediate impact and support long-term results.
Benefits:
- Receive guidance and support from an expert Janek sales coach
- Turn skills learned in the training into long-term behaviors
- Improve close rates on deals you are currently working
- Accelerate your sales process and close deals faster
- Better handle difficult situations with managers, colleagues and sales support team members
What’s included:
- Personalized coaching sessions with a Janek sales coach (bi-weekly coaching calls)
- Availability to connect with your Janek sales coach via email for up to 6 months
- Access to rich library of Janek sales content and other assets
- Exclusive offers on future Janek training events
The following coaching plans can be used one-on-one or for your team and are available as part of the registration process. Monthly pricing is shown.
Xpert™ Reinforcement
Did you know that after training, salespeople are said to lose 87% of their newly acquired knowledge within a few months? At Janek, our training doesn’t end once the workshop is over: to really make sales training stick, you will receive an effective sales training reinforcement app that has practical tools, updated, supplemental resources and gamified challenges that you and your sellers can use to reinforce their learning. Janek Xpert has been tested and proven to increase sales training retention by up to 170% and is an app specifically developed for busy sales professionals. For just 3–6 minutes a day, your sales team can answer one question or do a video challenge to reinforce what they’ve learned. Xpert’s gamified approach allows for learners to compete against one another and earn points based off their answers. Additionally, Xpert acts as a library of up-to-date resources that can be accessed at anytime, anywhere, on your work computer, tablet or phone, so that you can focus on sales without interruption.
Benefits:
- Proven to increase retention of sales training concepts by up to 170%.
- Accessible from anywhere, at any time, via your work computer, tablet or smartphone (iOS and Android).
- Diverse content so that sales team can personalize their experience and grow specific skills.
- Receive 3–6 minutes of bite-sized content, including questions and video response challenges, that can be done at any time.
- Uses a gamified approach where learners can compete and earn points.
- Offers all-round visibility so that managers can keep track of individual and team scores and identify areas of growth where one-to-one coaching may be needed.
- Maximizes ROI and implementation of sales enablement training.
- Non-disruptive, fast and effective resource that keeps core messaging and content acquired top-of-mind.
What’s included:
- A library of supplemental resources that can be accessed at any time.
- 3–6-minute interactive challenges via questions or video challenges using real-life scenarios.
- Free, one-year access to Xpert, as part of any enrolled workshop.
- An engaging platform that encourages users to apply their knowledge to real-life scenarios.
- Updated dashboard so that sales leaders can oversee individual and team-wide progress of each member in real time, creating targeted coaching opportunities.
Included with Workshop Purchase