Key Account Management Training

Key Account Management Training

Bespoke Key Account Management Course

We're experts at designing and delivering bespoke development programmes for key account managers who want to be seen as Valued Professional Partners or Trusted Business Partners. 

Our tried and tested ISM endorsed Key Account Management programme forms the basis for developing a bespoke solution for you.

With our support you'll:

  • Increase sales with key customers
  • Develop mutually profitable and beneficial relationships
  • Develop a structured account management process
  • Create compelling propositions that form the basis of long term relationships
  • Integrate the core skills of account management including the Consultative Selling Process

At the end of the programme, participants will be:

  • Outstanding key account managers
  • Confident using strategic planning
  • Able to utilise stakeholder management skills
  • Proficient in adding value and longevity to customer relationships

Our solution design process outlines our approach to working with you.

What our clients have to say...

Your Course

Designed to meet your specific objectives, a Key Account Management training programme will cover:

  • The qualities of a Professional Key Account Manager
  • The principles of key account management
  • Creating a ‘value proposition’ based on the strategic and tactical needs of the key account customer
  • Stakeholder management - understanding the roles, responsibilities and mindsets
  • Managing the business to business sale
  • Writing proposals and discussion documents that are compelling
  • Implementation of our proven, five stage consultative selling process
  • Creating a successful blueprint for all accounts
  • Rapport building and relationship development with key decision makers

Course Structure

Key Account Management programmes are based on participants applying the content to one of their own accounts. 

3 day workshop (or 2 workshops over 2 dates) with a mix of:

  • Pre-course work
  • Business simulation
  • Role play
  • Role play actors
  • Post workshop projects
  • Accreditation
  • Line management coaching support

Post workshop projects will challenge participants to implement a key account plan with an existing customer.

Achievement of the accreditation is based on implementing the project.

Course Outcomes

Outcomes will be based on your needs but you can expect a Key Account Management programme to:

  • Meet your goals and objectives
  • Provide you with an account management structure for your business based on TLSA’s unique account planner, that:
    • Defines strategic objectives
    • Sets out an account management strategy
    • Maximises business opportunities
    • Develops long term, mutually profitable relationships
  • Develop the consultative selling skills of your people


Blended learning that features:

  • A 100% focus on meeting your needs
  • Account Directors and trainers with outstanding track records in Key Account Management
  • TLSA’s unique Business Simulations for an immersive, hands-on learning experience
  • Expertise on profiling and assessing your people
  • Accreditation, working with the ISMM to develop an accreditation model that rewards your people and makes new learning business as usual
  • A track record, proven with major corporates to SMEs
  • A passion for quality, TLSA is an ISO9001 certified company