Developing the agile approach in sales with Key Accounts
Using the analogy of a chess game, master the agile approach to guide your interactions with major accounts.
Objectives
- Identify the needs and challenges of stakeholders in relation to changes and context within major accounts or multinational corporations.
- Capture useful information related to individuals, decision-makers, and influencers in the context of constantly evolving organizations.
- Design an action and communication strategy to win and retain key and multi-site accounts
- Contact the various key stakeholders to gather information about decision-makers and influencers.
- Define room for maneuver and adjustments in agile mode to prepare for contract negotiations.
- Conduct regular and sequenced exchanges with decision-makers and multiple stakeholders, assessing the balance of power and reversing it in your favor, in order to conclude and secure a sales contract.
- Co-develop sales proposals with the sales, technical, and financial departments of your company and the client.
- Facilitate account reviews within the project group to analyze opportunities and potential projects.
of 2 hours
The playing field, pieces, and moves
Co-construction and closing strategies
+12 hours of micro-learning
+30mn of intersession tutoring (for a total of 2h00)
+1 hour of framing
+1 hour of debriefing
from €2,280 excluding VAT
Topics covered
- The 10 rules of the game: deal with behavioral analysis
- The Chessboard: Deals with the organizational chart logic.
- The 6 pieces: deal with commercial strategy
- The concept: deals with account tactics
- The 4 tools: deal with work optimization
Methods
- Role-playing exercises focusing on skills related to negotiation and account review meetings
- Implementation of the key account acquisition strategy, accompanied by a complete monograph
- Professional questionnaire covering the entire framework
per group
At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.
The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).
- Sales executives required to carry out "Key Account" customer development missions
- Sales representatives intended to negotiate and close (inter)national deals
- Engineers and other holders of a level 6 or 7 diploma intended to be involved in negotiations and framework agreements with company management
This training requires confirmed experience
in the commercial field.
A positioning questionnaire must be completed for each participant.
Agile approach techniques
in Major Account sales
Key account sales techniques are techniques used by project managers, engineers, and sales representatives with a high level of qualification.
These techniques must adapt to the new economic context and the acceleration of changes within globalized organizations. This involves mastering the agile approach, intervening through iterations, in co-construction with the client, and developing rapid decision-making skills.
They constitute a complementary, specific, and coherent set of commercial, relational, and strategic skills enabling the conduct of strategic negotiations in connection with company general management.
The sales representative with a "Key Account" function is a high-level negotiator whose role has evolved considerably in 10 years. They must be able to manage the complexity of deals with great responsiveness and adaptability in an increasingly changing world economically and within organizations.
Traditional methods of analyzing accounts and projects do not allow for quick decisions and changes to previously defined options. Their mission and role as conductor has expanded and requires them to integrate collective intelligence and Design Thinking methods.
The "Key Account" salesperson manages the conquest strategy of a prospect, new contracts, or new markets in project mode.
They organize the collection of strategic data of a target to determine opportunities and circles of influence, analyze and synthesize this data with key players in their company to build a strategy that responds to the client's issues and problems through a value-added offer.
They bring together cross-functional teams (sales, technical, legal, and financial) to manage the entire collaboration with the client throughout the sales process, from discovering the opportunity to monitoring the partnership or sale.
The "Key Account" salesperson represents their company to national and/or international clients. They seek out qualified contacts that allow them to both structure and implement a conquest strategy. They approach circles of influence to build credibility for their company and the value proposition of their offer.
As a key point of contact and guarantor of their company's image, they anticipate the exchanges and reactions of their contacts in order to create constructive, fruitful, and lasting partnerships. They build an offer tailored to their clients' challenges in a spirit of creating added value. They manage agreements and partnerships, as well as their deployment in the medium and long term.
Ils ont fait confiance à Kestio
We believe that the training has enabled our employees to develop more agile sales skills in a complex environment, which also increases their potential for development within our company, as well as in the job market!
In addition, the Active Training format of the training allowed employees to appropriate tools that we use internally (the pieces, the movements in an account, the scoring grid).
It is indeed the drive they show on complex cases that has become more visible. They are more autonomous, more precise, more demanding of themselves, and probably also of clients, without losing the quality of the relationship.
I hope this continues in this direction because this training has almost led to the birth of a new team!
a training session involve?
program
sessions
Participants
Kestio live
Participants receive resources (readings and videos) on the topic discussed.
The trainer facilitates with quizzes, individual or collaborative exercises, video viewing, challenges, and role-playing.
Participants develop an action plan and complete practical exercises relevant to their own context.