attractive male and female sales professionals looking on a smart phone to review an account plan they learned how to create in richardson's prosperous account strategy training program

Prosperous Account Strategy Training

Get more revenue from existing accounts with prosperous account strategy training

Lower the cost of selling and improve margins with a customer-centric account management strategy

Richardson’s Prosperous Account Strategy training programme teaches a customer-centric approach that improves your team's ability to identify priority accounts, capture and analyse critical information, and develop a strategy to expand existing customer relationships. Participants learn to create value and find the white space in their accounts so that both the sales professional and the customer prosper.
Alt text

For Who

Sales Professionals

Account Managers

Alt text

Format

Instructor-led

Virtual instructor-led

Digital Learning

Blended Learning

Alt text

Duration

1-Day ILT Workshop; Two 4-hour VILT Workshops; Pre and Post Digital Learning

Prosperous Account Strategy Training Programme Overview

This training programme focuses on developing six key competencies that empower your sellers to more effectively assess their key accounts and better strategize how to maximise opportunities for expansion and deeper engagement.

prosperous account strategy training program framework: assess modules include analyse industry, assess customer, assess stakeholders, assess competitive position. strategise modules include develop strategy, create action plan.

When your reps learn how to execute these account planning skills, their plans become dynamic, ever-evolving documents that ensure flexibility and customer-centricity.

Organise and Execute with the Prosperous Account Strategy Tool

The behaviours and best practises learned in the Prosperous Account Strategy Training Programme are reinforced and embedded in your seller's flow of work with the help of Richardson's Prosperous Account Strategy Tool.

The Prosperous Account Strategy Tool is a Salesforce native, highly visual, and collaborative application designed to support all phases of the account planning process.

In the workshop, your team learns to create account plans directly in Salesforce. After the workshop, account managers and sales professionals use the application to support the ongoing execution of their current and future account plans.

Teams that regularly use the Prosperous Account Strategy tool improve performance because the tool helps them to better:

  • Plan for maximising value in an account
  • Identify tactics for (further) penetrating an account
  • Identify and prioritise opportunities for new business within the account
  • Create a plan to achieve revenue and relationship objectives
  • Navigate the decision-making politics within an account by using visual tools
  • Develop higher levels of relationship with account stakeholders

The video below provides a short overview of the tool in action.

Click here to learn about all of Richardson's CRM-enabled workflow tools that embed best practises into your team's flow of work.

Prosperous Account Strategy Training Programme Business Benefits

Upon completing the Prosperous Account Strategy training programme, your sales team will experience the following business benefits:

  • Close opportunities with existing customers faster, generating revenue quicker than developing a new customer opportunity
  • Reduce acquisition costs by expanding existing relationships
  • Retain priority relationships by learning how to protect against competitive threats
  • Focus on the best accounts by assessing relationships against clear criteria
two sales professionals looking at a the status of an account on their phone, excited to see the progress they're making because of the skills they built in the prosperous account strategy training program

Prosperous Account Strategy Programme Brochure

Explore a programme that builds the skills your sales team needs to deepen client relationships and more revenue from key accounts.

Key Areas of Content

Accelerate Relationship Growth

Account managers learn a customer-centric approach that improves their ability to expand relationships by analysing key information to identify opportunities & align with customer goals to create a strong, executable plan.

Build Team Consistency

Account managers learn a common methodology, process, and language to ensure consistent utilization of tools and adherence to best practices and get access to tools that embed learned behaviours into their daily flow of work.

Identify New Business Opportunities

Account managers learn a model for white space analysis that shows which capabilities create the most value in accounts. By learning how to help clients fulfill strategic initiatives, account managers become indispensable.

Use Tools to Build Account Plans

Account managers learn to use planning tools to evaluate a current account with an instructor to gain insight into individual strengths and opportunities, and get feedback, insight, and ideas to strengthen action plans.