Key account development – tools
DMP analysis
“Most discussions of decision making assume that only senior executives make decisions or that only senior executives’ decisions matter. This is a dangerous mistake.”
—Peter Drucker
The DMP Grid is a tool which identifies where the key decision-makers sit within a grid mechanism which takes into account the levels of influence each has over a decision, how receptive they might be to your message and their level of support for your solution.
Personal Development Plans
Post hire, new recruits are usually very highly motivated to get on with the job and to be successful. This motivation can quickly dwindle if there is not an effective on-boarding process. To ensure that new recruits are on-boarded effectively we introduce our Personal Development Plans at an early stage. This tool profiles the knowledge and skills required to do the job and through consultation with their sales manager, the new recruit agrees the gaps and a detailed plan is put in place to develop the required knowledge and skills.
Range penetration matrix
It is sometimes said that cross-selling and selling more to existing customers is the biggest missed opportunity in selling. This simple tool enables you to quickly identify where there are opportunities to sell in additional products and services and also identifies where volumes can be increased on existing lines of business.
SWOT
Used in the context of key account management and preparing for a negotiation, this tool analyses strengths and weaknesses relative to the competition and the opportunities and threats that they give rise to.
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