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Sales Development Workshop – Effective Account Management

October 23, 2019 - October 24, 2019

Building your Success!! To become an Effective Account Manager and build Profitable and Sustainable Accounts takes time but more importantly requires a Professional approach and the necessary Skills. McCormick Institute of Training has the knowledge, experience and processes to lift closing ratios, bolster customer retention and boost organizational performance. The McCormick Account Management Program, builds better results by building a better you, ensuring you and your organization are better able to identify needs, meet targets and exceed expectations. Continue building your success … on a McCormick training course.

Target Audience:

  • Sales Consultants (Internal and External)
  • Sales Managers
  • Sales Directors
  • Sales Leaders

Workshop Breakdown

  • Reinforcement of Key Elements that will Enable Sales Consultants to Thrive in a VUCA World
    • Developing a Positive Attitude through Personal Wellbeing and a Healthy Wheel of Life
    • The Power of Professionalism
    • Effective Pipeline Management through the Development of Pipeline Strategies
  • Retaining, Maintaining, Growing and Developing Existing Accounts through Effective Account Management Strategies
    • Ensuring Effective Time and Activity Management through Detailed Account Prioritisation Criteria
    • Developing Customised Account Plans in order to Capitalise on Growth Potential in Key Accounts
  • The Importance and Introduction to Power Base Consulting which results in Elevating Closing Ratio’s
  • Understanding the Importance of Developing Relationships with Key Stake Holders
    • Identifying who is in the Power Base
    • Identifying those people who have Authority and Influence and No Authority but High Levels of Influence
    • Creating a Strategy to Penetrate the Power Base
  • Elevating Relationships of Trust, Respect and Credibility through the Introduction and Application of Sales Leadership Principles
    • Model the Way
    • Inspire a Shared Vision
    • Challenge the Process
    • Enable Others to Act
    • Encourage the Heart

Facilitator: Mick McCormick


The Workshop includes refreshments, 2 course Lunch and post workshop hand-out material
There is a 5% discount on 5 or more Delegates attending.


October 23, 2019
October 24, 2019
8:00 am - 4:00 pm
Investment per Delegate:


St Peter’s Square
3 Waterford Place, St Peters Square
Sandton, Gauteng 2191 South Africa
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Mick McCormick
082 779 0392
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