Key Account Management Planning
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Key Account Planning A Practical Guide By Sean Patrick http://www.sales-evaluation.com
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Transcript of Key Account Management Planning
Key Account Planning
A Practical GuideBy Sean Patrick
http://www.sales-evaluation.com
What Makes A Good KAM
• Business Skills• Communicates intentionally• Pulls key resources together ….Fast• Discovers risk• Gathers intelligent customer data• Manages resources expertly• Moves through different behavioural styles• Cuts through data
Key Account Analysis
CompetitionAnalysis
Supplier FirmAnalysis
Planning Assumptions
Opportunities and Threats
Situation Analysis
PESTLE Analysis
Political Economic
SocialTechnological
Legal Environmental
Customer Value
• Functional• Economic• Psychological
Tell
Assertiveness
Ask
Driving(Define the
Opportunity)
Expressive (engage the spirit)
Analytical (win early)
Amiable(foster
Collaboration)
Control Emote
Responsiveness
The Klepper Leadership Model
