Mastering Account Management

Date:25/09/2019 (09:30 - 16:30)


Member Rate: £195.00 +VAT | Non Member Rate: £250.00 +VAT |

Edinburgh Chamber of Commerce
40 George Street

Map: Click here

A one-day key account management practical workshop for salespeople who are tasked with building a relationship with key accounts and managing the relationship for the future.  Learn how to spot a key account and how to build productive relationships with key decision makers.

Course Outcomes:

- Identifying key accounts
- Building effective and productive relationships with key decision makers
- Defining and Managing a Decision Making Unit (DMU)
- The Socio Dynamic Model to identify threats and assets
- Building a Key Account Plan for your top account

Course level:  Intermediate / Advanced.  Previous attendance on the “Boost your Sales Success” course would be advantageous (but not essential) for delegates on this session.

Who should attend? Salespeople, who are tasked to grow, develop and manage key accounts.

Course Outline:

- Evolution of Account Management – Understanding the way Key Account Management (KAM) works and what it is for
- Understanding Decision Making Units (DMU’s) and the roles therein
- Identifying your targets by adopting the Attractiveness and Competitiveness Model
- Understanding relationships within an account  - Socio Dynamic Model
- How to create Account Plans


“Key Account Management is vital in my business and I found this session to be the most effective training I have been on. The session brought the required skills to life in an engaging and easy to understand way. Relationships were scrutinised with the SDI instrument, plans were made using simple and workable techniques and most important, I now know how my large accounts are motivated and how to give traction to the different people within the account in order to get the best outcome for all involved. I recommend this session to everyone – except my competition!”
Global Account Director – Oil and Gas
Course Director:

Matthew Quinn attended the Royal Military Academy at Sandhurst.  He left the Army in the mid nineties and moved into the motor trade. With his military background and training he reached his peak in the motor trade as business manager for Mercedes Benz, London Park Lane, at age 27. 

He then became a senior consultant for one of Europe’s largest management consultancies and for 5 years he travelled globally selling, designing and delivering high impact sales and sales management programmes for many businesses, most notably in the oil, entertainment and fast moving consumer goods industries. He then moved back into the field of sales leadership in the financial services and professional practices profession.

Matthew has set up his own business specialising in increasing the standard of sales skills on a national and industry wide basis. In every project, he draws on the lessons learned in all the sales areas he has worked, as well as leadership and management lessons learned in the forces.

Matthew is a highly respected keynote speaker.  He is well known for his fast moving, powerful, humble and often hilarious presentations.

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Terms and Conditions
Full payment must be received when booking.

Events Cancellation Policy
Bookings cancelled more than 7 days prior to event/training course will receive an 80% refund. Specific cancellation policies may apply to certain events. Please check individual events details for more information.

Prices exclude VAT
If paying online VAT at 20% will be added before the payment is taken.