salesxcellence Delivers World Class Key Account Management Workshop in Asia

Belfast, United Kingdom, November 22, 2008 --(PR.com)-- Colly Graham, a leading sales trainer with salesxcellence is just back from Kuala Lumpur after delivering a world class key account management workshop to leading companies in the Asia. Included on the workshop were five members of APU. APU is one of the leading manufacturers in the beverage industry in Mongolia plus key account managers from fmcg, finance, banking, major oil companies etc.

The purpose of the training was to bring about sustainable change within the account management team, built on the model of Know, Believe, and Do

salesxcellence defined Key Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future.

salesxcellence Key Account Workshop encouraged participants to explore the hidden business opportunities within their Key Accounts by addressing two questions from the outset; What dormant business problems can you find within your key accounts? And what is the vision you can create to solve this business problem?

Key account management helps companies gain the status of strategic rather than commodity supplier to their major customers, guarding margins and improving security of retention.

Retaining 5% more customers boosts profits between 25% and 85%.
20% of customers generally produce 80% of revenues, so losing such key accounts is expensive and damaging to the bottom line. Proper key account management maximises the chance of keeping these key accounts. The top 10% of customers by revenue will be regularly running at a loss due to the increasing level of support they require and because 4 out of 10 firms cannot track profitability accurately. Key account management concentrates on how to develop profitable customers. A focused approach to key account management dramatically increases both opportunity costs and direct costs of sale and leads to a major fall in the win ratio. A fundamental part of good key account management is a structured and prioritised qualification and bid process.

Commenting on the workshop one of the delegates said, "The knowledge Colly imparted of key account management will allow us to develop a more in-depth partnership with our key customers and grow business in tough markets."

salesxcellence is a leading sales training company delivering workshops on sales management, solution based selling and telephone sales. Colly Graham the business owner behind salesxcellence is recognised as the leading expert on helping businesses create customers on the telephone.

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