Key Account Management Training

Win and Grow Your Key Accounts

Are your account managers trying to grow your key accounts with limited success? Perhaps you’re overly dependent on a few key customers – despite knowing there is immense opportunity in the market.

Discover why KONA is trusted by many of the world’s most iconic brands to upskill their key account managers, and support them to leverage best practice .

Customised Training and Consulting

Key Account Management Training

Interactive, engaging Key Account Management Training tailored to the specific needs of your organization and industry.

Learn how to generate reoccurring and new business from your existing customers.
A well-defined strategy for managing and servicing key accounts is non-negotiable. Maintaining healthy relationships with your most important clients is your best option for a sustained growth strategy.
KONA have been designing Key Account Management training courses for over 20 years. The KONA Key Account Management courses are designed to equip your team with the skills, knowledge, and strategies needed to effectively manage and nurture strategic client relationships.
Key accounts are your most valuable and strategically important clients, so failing to provide them with proper attention and support can lead to a range of issues that might ultimately impact your bottom line and reputation. Avoid these consequences with KONA training to manage and service your key accounts.

Customised to your organisation and teams

Every KONA Key Account Management training and coaching program is tailored to your needs and the type of accounts you are aiming to secure and grow.

Smart strategies to secure and grow your top accounts

Developing an individualized account plan for each key account. Set milestones and KPIs for account growth. Coordinate teams to execute your key accounts strategy. Continuously improve strategies based on results.

A focus on the customer experience

We will support you to identity opportunities to add value to your key customers so you will be seen as a strategic partner, not just another supplier.

From order taker to strategic partner

Key Account Management training is customised to your organisation and teams. It is founded on the premise that there are 6 stages of a sales professional. The first 3 stages focus on product, price and problems, while the last 3 are centred on the customer’s business and growth. You need your key account managers to be focused on the customer’s business and growth.

We’ll show them how to get there and, importantly, stay there.

“As a sales and negotiation professional, I have been involved in a few courses. I am very impressed by the way Garrett gets to the point directly and I know he speaks from experience. He has lived it. I would like to work with Garrett more in the future as I believe we speak the same language in business. I’ll be in touch soon. Thanks Garret.”

Shane Campbell

Senior Key Account Manager

Give your key account managers a competitive advantage

KONA’s customised Key Account Management (KAM) training and coaching programs share some of our ‘secret weapons’ used by many of our clients, including some of the world’s most recognised brands. Benefits include:

Increased product or service penetration
Greater share of customer spend
Stronger customer loyalty and competitive strength
Higher conversion rates on major bids, tenders and contracts

Recognise which customers to target

Learn how to identify which customers are your key accounts

Identify the potential in your customers

Tomorrow’s key accounts are today’s customers with potential for growth

Develop internal teams, including virtual teams

A strategy to support you in adding value to your key account customers

Improve your supply and value chain agility

A commonly overlooked strategy with enomous potential for your business

Leverage the best key account management strategies for your market

At KONA, we don’t run generic, off-the-shelf training programs and our Key Account Management programs are no exception. KONA Key Accounts training develops your ability to grow customer accounts that are managed separately from your regular customers, identified by their contribution to most of your sales revenues.

Trainers with real-world experience

Training courses are customised to your business, industry, your team and your customer profiles.

Skills and methodologies applied immediately

Watch your sales increase as your key account managers learn how to grow their key accounts.

Find Out More About Our KONA Customised Key Account Management Training and Coaching

Key Account Management Strategies Training

Course Outline:

Key Account Management Excellence

Module	Module Content Outline
Module 1: Introduction to Key Account Management	Understanding the importance of key accounts Difference between transactional and strategic relationships The role of key account managers in the organization Identifying the characteristics of key accounts
Module 2: Developing a Key Account Strategy	Conducting a SWOT analysis for key accounts Setting clear objectives for each key account Aligning account goals with organizational goals Creating a customer value proposition for key accounts
Module 3: Effective Communication and Relationship Building	Active listening and communication skills Building rapport and trust with key clients Understanding cultural differences in communication Strategies for resolving conflicts and managing disagreements
Module 4: Customer Needs Analysis and Solution Selling	Techniques for understanding client needs and pain points Consultative selling and solution-based approaches Positioning your products/services as solutions to client challenges Conducting needs assessments and gap analyses
Module 5: Creating and Delivering Value	Identifying opportunities for value creation in key accounts Tailoring offerings to meet specific client needs Demonstrating ROI and quantifying the value delivered Measuring and tracking customer satisfaction and loyalty
Module 6: Strategic Account Planning and Execution	Developing an individualized account plan for each key account Setting milestones and KPIs for account growth Coordinating cross-functional teams for seamless execution Continuous improvement and adapting strategies based on results
Module 7: Negotiation and Contract Management	Negotiation strategies and techniques Contract management best practices Balancing client demands with company objectives Resolving pricing and contractual disputes
Module 8: Risk Management and Mitigation	Identifying potential risks in key account relationships Strategies for managing and mitigating risks Developing contingency plans for critical situations Ensuring continuity in case of personnel changes
Module 9: Innovation and Upselling Opportunities	Identifying opportunities for innovation and upselling Collaborating with clients for mutual growth Leveraging technology and market trends to provide insights Developing long-term partnerships for sustained success
Module 10: Measuring and Demonstrating Success	Defining key performance indicators (KPIs) for key accounts Tracking progress and success metrics Creating impactful reports and presentations for stakeholders Celebrating successes and addressing areas for improvement
Module 11: Handling Challenging Situations and Crisis Management	Strategies for addressing account-related challenges Dealing with dissatisfaction and complaints Crisis management and communication during emergencies Turning challenges into opportunities for improvement
Module 12: Role Play and Case Studies	Interactive role-playing exercises Analysing real-world case studies Applying key concepts and strategies in simulated scenarios Group discussions and problem-solving activities
Module 13: Continuous Learning and Adaptation	Encouraging a culture of continuous learning Staying updated with industry trends and client needs Adapting strategies based on feedback and market changes Fostering personal and professional growth as key account managers
Module 14: Final Assessment and Certification	Review of key concepts and strategies Individual or group assessments to evaluate participant understanding Awarding certificates of completion