Case Study
Account Manager Development within a global energy and utility supplier
Team of 70 B2B Account Managers (pilot of 20 completed December 2011 –
rollout in February 2011).
The Brief
Increasing competition in the energy market, means they can no longer rely on
‘loyal’ businesses staying with the same supplier.
Account Managers need to build relationships with their customers rather than
just approach them at renewal and accept if the customer has chosen to go to a
competitor. The majority of the business is over the telephone, although
most Account Managers felt more comfortable using email rather than actually
having conversations – a culture which really needed to be changed.
Solution Delivered
Sales Manager Development including:
- Face to face Assessment at start and finish of the programme
- 2 Modules (total 3 days) including Leadership skills for driving
performance and a coaching culture. The Sales Managers also attended
the Account Manager training and coached their own team members during the
practical sessions
- 1:1 coaching on site in between Modules
- Account Manager Development including:
- Assessment at start and finish
- 2 Sales Modules using business actors to bring Sales methodology to
real life
We are also currently going through Institute of Sales and Marketing
Management (ISMM) qualifications with this team
Results (Still coming through)
- Immediate increase in conversion rates up by an average of 20%
- Increased customer satisfaction
- Large increase in cross selling and upselling of energy services
Management Training Solutions
The way to gain a good reputation is to endeavour to be what you desire to appear
Socrates
The first step towards getting somewhere is to decide that you are not going to stay where you are
John Pierpoint Morgan
The best thing about the future is that it only comes one day at a time
Abraham Lincoln
Problems cannot be solved within the framework within which they were created
Albert Einstein
You must be the change you wish to see in the world
Mohanda Ghandi
If you can dream it you can do it
Walt Disney
Success depends upon where the intention is
Gita Bellin
When we long for life without difficulties, remind us that oaks grow strong in contrary winds and diamonds are made under pressure
Peter Marshall
To keep a lamp burning, we have to keep putting oil in it
Mother Teresa
Even if I knew that tomorrow the world would go to pieces, I would still plant my apple tree
Martin Luther
Whether you believe you can, or whether you believe you can’t, you’re absolutely right
Henry Ford
Out of clutter, find simplicity. From discord, find harmony. In the middle of difficulty lies opportunity
Albert Einstein
Unless you try to do something beyond what you have already mastered, you will never grow
Anon.
Friendship with oneself is all important, because without it one cannot be friends with anyone else in the world
Eleanor Roosevelt
The greatest mistake you can make in life is to be continually fearing you will make one
Elbert G Hubbard
The journey of a thousand miles must begin with a single step
Lao Tzu
