Improve Sales Performance

Improve Sales Performance

Mercuri International will support you in achieving powerful sales performance. Together with clients, our consultants define the desired results and measure the return on investment
Customized Sales Training

Customized Sales Training

We design and deliver customized solutions nationally and globally with hundreds of consultants who all have a strong background in sales.
Sales Management in Focus

Sales Management in Focus

Your Sales Managers are crucial to your organisation's sales success. Mercuri International can show you how to get the best from them.
Blended Learning

Blended Learning

With Blended Learning we offer our customers customized, motivating blended courses with a unique mix of classroom training and e-learning modules.
International Sales Projects

International Sales Projects

Effective, harmonised international projects are not just a sequence of standardised seminars in different languages. The specific selling situation/strategy and possible different local performance levels must be considered.
Mercuri International’s Global Sales Excellence Survey 2017

Mercuri International’s Global Sales Excellence Survey 2017

Mercuri International’s global survey uncovers secrets of sales excellence

Taking Sales to a Higher Level

Key Account Management
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Key Account Management

Beyond "selling big," key account management requires both organisational and operational commitment to do it properly. Your key relationships can deliver outstanding results, but only with a robust and structured relationship management process.

Achieving excellence in key account management has become more complex and more significant in ensuring growth excellence. This is why Mercuri International and University of St. Gallen in Switzerland have joined forces to develop a complete Key Account Management methodology including:

  • Implementing a system for your company's key account management
  • Corporate alignment with key account thinking
  • Developing winning strategies and tactics
  • Developing key account "SMART"-objectives
  • Key account planning and continuous measurement
  • Understanding the key account's "decision-making team
  • The need for resourcing information and turning it into meaningful and accessable company intelligence
  • Key account solutions
  • Effective key account teams

Our robust, comprehensive and highly commercial model addresses business-to-business key account management in national, international and global contexts, for small, medium sized and large organisations.

“This series of video shorts looks at the essential 5 dimensions of strategic account management. If a business applies these 5 dimensions of KAM effectively it will manage risk and stimulate growth in in its most important relationships.”

The dimensions of key account management - What makes strategic account management work?

Strategic account management: objectives“If you don’t know where you’re going, then any bus will do!”

Strategic account management: strategies - If you’re going to manage strategic accounts, you need to have a strategy in place!

Strategic account management: three levels of understanding - SAM requires us to understand our accounts better and better. Here we highlight three levels of customer knowledge and provide tips on how to do it.

Strategic account management: solutions part 1 - Three things to know before you start to put ideas forward – compelling events, the competitive situation, how our solution is differentiated.

Strategic account management: solutions part 2 - The how of bringing our solutions to our strategic accounts. Hot spots and white space analysis, strategic fit and coherence, effective communication.

Strategic account management: solutions: people - It’s hard to manage the people side of strategic account teams: Virtual teams, collaborative, coherent, compelling. It’s all about leading through influence without authority.

Strategic account management: Managing part 1 - What does it mean to manage a key account? It’s more than big selling. You need the disciplines of a general manager managing a “horizontal business unit.” 

Strategic account management: Managing part 2 - This video short is about the account plan – why it matters and making it work.

Strategic account management: Measurement - It’s really important to know how successful your account management is but measuring the top line alone is not enough.

Do you want to know how you can improve the way you work with Key Account Management?

Contact us by phone or mail.

Phone: +44 1981 550 447

[email protected]