Build a Proactive Account Management System That Grows Revenue From Your Existing Clients
A practical 4-month implementation programme for B2B Sales Managers and their Account and Territory Managers who want to maximise client growth, increase share of wallet and build stronger long-term customer relationships.
Why most account management fails
Without a structured process, even good account managers end up servicing accounts rather than growing them.
Revenue walks out the door without anyone noticing, until it's too late.
- Territory managers become reactive instead of proactive
- Valuable customers get the same attention as low-value accounts
- Cross-selling opportunities are missed
- Too little strategic account analysis happens, so growth opportunities slip by
- Clients only hear from you when there's a problem
- Customer loyalty slowly declines
This isn't another training course
Most account management courses teach theory. This programme helps you implement it, with our team alongside you for four months.
Face-to-face training
Hands-on sessions with your team, built around how your business sells.
Online implementation sessions
Build, test and refine your account management process step by step.
Accountability support
We keep the momentum going so the system actually gets used.
Sales Manager coaching
We coach and train your Sales Manager to lead the process after we step back.
During the programme you'll implement
Every piece is tailored to your business and put to work with your real accounts.
A client ranking system based on future potential, not just past spend
A profitable call cycle for every client category
Annual account management plans
Cross-selling and upselling opportunities across every account type
Individual account plans for key customers
Territory management and time optimisation
CRM disciplines and tracking
A quarterly review process
You won't leave with notes. You'll leave with a proven account management process that's already working in your business.
Book your Sales Strategy Zoom
Download the programme flyer
Get the full Proactive Account Management™ overview to read in your own time or share with your team.
What our clients say
Working with Sales Mastery Company on Proactive Account Management has been excellent for both myself and our sales team. It has given us much more clarity and focus around which customers we should be spending our time on and where the opportunities are.
The customer profiling and Cross-Selling Matrix have been particularly valuable. We now have a much clearer strategy around our key accounts, call cycles and increasing our share of wallet, and we've had some excellent wins as a result.
I'd 100% recommend Proactive Account Management to any B2B sales team wanting a clearer strategy around their existing customers. We couldn't do without it now.
Frequently asked questions
How can I get my sales team to proactively grow existing accounts?
Growing existing accounts takes more than good customer relationships. Your salespeople need a structured approach to identifying which accounts have the greatest potential, where growth opportunities exist and what actions need to happen to develop them.
Our Proactive Account Management™ programme helps your team build and implement that system, including client ranking, account planning, profitable call cycles and cross-selling and upselling opportunities.
How can I increase sales from my existing B2B customers?
Start by understanding which customers have the greatest future potential, rather than focusing only on what they've spent in the past. From there, your salespeople can prioritise their time, find opportunities to increase share of wallet and create clear plans for growing individual accounts.
Proactive Account Management™ helps your team put this structure into practice across your existing customer base.
How do I stop my Account Managers from being reactive with customers?
Account Managers often become reactive when there isn't a clear process for how accounts should be managed. They respond to enquiries and problems, but proactive conversations, account planning and spotting future opportunities get pushed aside.
Clear account plans, call cycles, priorities and regular reviews give your team a framework for growing their accounts rather than simply servicing them.
Should all customers receive the same level of account management?
No. Giving every customer the same time and attention can mean your highest-potential accounts don't get the focus they deserve.
A good account management system ranks customers by future potential and sets the right call cycle and level of activity for each category, so your salespeople spend their time where it produces the most profitable growth.
Stop leaving growth to chance
Price on requestEvery business manages accounts differently. Book a free 30-minute Sales Strategy Zoom and we'll look at your current approach, answer your questions and help you decide whether Proactive Account Management™ is the right fit, or if another solution would suit your team better.
Book your Sales Strategy Zoom
