Key Account RPO/MSP Sales

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Key Account Sales Programme

Developing relationships with one or two key customers can often yield businesses hundreds of pounds in gross margin a year. The challenge is that for the typically niche recruiter the skills required to achieve this are alien. How do you move a profitable ad-hoc client to a lucrative trusted supplier or better still a strategic partnership.

Key account sales requires a knowledge of:

  • Value Selling
  • Stakeholder and target client mapping
  • Organisational decision making
  • Multi stakeholder relationships
  • Formal presentation skills and tender writing
  • An understanding of clients long term business agenda

 

TALENT FUTURES are the only UK recruitment training business that offers a Key Accounts Sales Training Programme (covering RPO/MSP strategic sales) designed to equip recruitment sales people with the skills and behaviours required to sell managed service sales/account solutions to large corporate/global businesses.  

Our programmes are bespoke for every clients needs to ensure they map on to their sectors, sales and business operating models. The training programmes have been running for over five years and delivered several multi-million pounds worth of new accounts for employers such as, Morson International, CPS Group and Evolution Recruitment.

All programmes typically use several realistic client account scenarios to ensure delegates embed their newfound knowledge. These are developed through engagement with your sales management to ensure they are as realistic as possible and develop the delegate’s knowledge and understanding to the full. As a result it typically requires 1 to 2 days development work and are spread over a six to eight week duration.

The programme delivery is led by our Founder, Ian Knowlson, who himself has over 20 years’ experience in selling MSP/RPO and Project-RPO solutions to global and UK businesses as well as public sector organizations.

The programme is designed to teach account managers and sales managers how to identify existing client relationships that have the potential to be developed into lucrative key accounts generating significant repeat business with multiple stakeholders.

Typically as part of the programme delegates will identify prospective clients (typically 8-10 each) and work on applying their learning to these clients through the programme.

TALENT FUTURES will utilise their wealth of knowledge, acquired over almost 35 years selling into large corporate accounts, to offer real-life, practical advice and expertise to support the delegates leverage their true potential. Ultimately it is expected that over time these relationships will deliver mutual profitability and true value to all parties.

Our programme is based around teaching sales consultants many key sales skills including:

  • Market mapping, analysis, penetration and strategy planning
  • Developing an awareness of self and others
  • Learning and communication styles
  • What is a lucrative key account for your business
  • Organisational structures and client multi-stakeholder relationship sales skills
  • Review the SPIN based solutions/value sales model
  • Identifying multiple stakeholders, their agenda and what they ‘value’
  • Discuss Miller Hyman Strategic Selling Concepts
  • Employee Value Propositions and their value to your clients
  • Aligning values and Strategic Partnering
  • Pipeline management
  • Building a winning proposition workshop
  • Negotiating skills
  • Securing, preparing and running client meetings plus presentation training

 

Whilst every one of our customer programmes contain core elements, your programme is bespoke to your business and designed to reflect your existing operating model, vertical sectors, geographic sales territories, the changed market conditions, product/services and specific training needs.

Who is it for?

This course is for recruitment sales consultants, senior sales executives/consultants, account managers and business development managers who wish to turn their target client relationships into lucrative and mutually beneficial and profitable long term relationships.

If you are interested in any of our training courses, please contact us directly here.