Successful National Account Management™ - Wholesaler Institute
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Successful National Account Management™

Program Overview


The role of key account managers in driving sales has become a critical element in driving sales for the distribution team.  Relationship managers are no longer simply “ambassadors” for the distribution teams.  Instead they are becoming more and more directly responsible for maximizing sales opportunities with the firms that will ultimately be responsible for 80% of all new sales.  To meet these new demands, new and innovative training is required to expand market share and increase sales.


Participants will receive a comprehensive, strategic, and tactical approach to their roles and responsibilities.  They learn the specific skills and systems they need for achieving quantifiable results.  Key account managers will be provided with the specific roadmap needed to succeed in establishing strategic partnerships at the firm level.  The program focuses on the following topics:

  • Maximizing Results with Ideal Clients
  • Conducting Effective Meetings
  • Successful Project Management
  • Positioning Your Products for Success
  • Expanding Existing Relationships
  • Establishing New and Profitable Relationships
  • Writing and Implementing Your Business Plan
  • Managing Your Time Effectively
  • Achieving Peak Performance(Full agenda available upon request)