What you will learn

  • Account Classification Principles

    How and why account classification is necessary in B2B sales

  • Account Planning Principles

    What the principles are for effective B2B account planning

  • Skills

    The importance of matching sales skills to meet client expectations

Liquid error: internal

Course curriculum

  • 01

    Welcome to the course!

    • A message from your instructor

    • How to use this course

    • Before we begin...
  • 02

    Account Classification

    • Why do we need to classify clients?

    • What are the pros & cons of the account planning process?

    • How do you create an account plan?

    • Checkpoint 1
  • 03

    The framework

    • What is the criteria we need to consider when classifying accounts?

    • What is best practice?

    • The approach that works

    • More resources for you

    • Checkpoint 2
  • 04

    Selecting the right Salesperson for the right account

    • The importance of aligning a set of sales skills to the tier requirements

    • How to determine the sales role required to meet the classification tiers expectations

    • Checkpoint 3

Content Contributor & Instructor

SalesRehab provide services and solutions that drive sales performance and ensure sales success. As management consultancy they partner with clients for long-term growth and help them move ahead with clarity, confidence, optimal systems and skilled sales talent.

Sales Rehab

Content Contributor

Content Contributor & Instructor

Maud is a seasoned executive with 25+ years' experience in sales, marketing, incentives and performance improvement. Having led an international sales team in the past, she is focussed on expanding sales team capabilities from the boardroom to the trenches and aligning sales and marketing objectives. She has a strong focus on sales leadership development, margin realisation, process optimisation and working smarter.

Maud Botten

Senior Instructor