Sales Foundations for Account Managers - How to Make More from your Key Account

Marketing Institute of Singapore - Executive Development

Course introduction

The course is a comprehensive sales management course designed to train sales managers to better manage their sales team. Working with the client, Sandler will customize a curriculum that is relevant in scope and duration to the client and the industry it operates in.

Course Outline

Market Understanding

  • Review of all key territory market variables such as vertical, demographic, economic, regulatory, cultural, geographic, competitive, etc.
Analysis/SWOT Assessment

Identification of the critical internal and external SWOT factors, based on the territory market variables – the beginning of building competitive advantage.

Client/Prospect Profile Development
  • Using known traits and tendencies, profiles are assigned for all clients & prospects according to KARE – Keep, Attain, Recapture & Expand.
Territory Value Propositions
  • Creation of the relevant value propositions for the identified markets and profiles, aligning your products & services to your targets – connecting the dots.
Growth Account Booster
  • Comprehensive and practical team selling & account development process focused on the buyer network, targeted opportunities and action strategy.

Available Course Sessions

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Trainer Profile

Jensen Koo

Jensen Koo has extensive real-world sales experience that spans over fifteen years. His work experience includes both start-ups and multi-nationals. He started out his career as an investment banker on Wall Street but was drawn into the technology world during the dotcom boom. Coming back to Singapore in the late 90s, Jensen started his technology career with Magnus Management Consultants, quickly becoming Head of the eBusiness Practice within two years. With the experience gained in selling new technologies to corporates in Asia, Jensen moved into a full-time sales role with Ariba, the leading B2B provider of ecommerce solutions, where he managed the Malaysian operations.
After gaining experience in sales leadership, Jensen transitioned to PeopleSoft as the Singapore Country Manager where he became the leading sales manager across Asia Pacific with year-on-year achievement of over 180% quota for both software and professional services and top sales manager for Asia Pacific in 2003.