Account Traction

Account Traction refers to the level to which you are firmly embedded into an account. The greater your traction, the greater will be your ability to “drive” yourself deeper and broader in an account. The better your account traction, the more superior will be your competitive position and your ability to create new business.

AUDIENCE

• Experienced sales marketing professionals

OUTCOME

• Enables the individual to take advantage of their position within an account leading to long-term influence in your favor.

LEARNING ACTIVIITIES

• This intensive 4 hour workshop is designed to have participants work on their own accounts with feedback from others
• Account Traction Planner helps participants grasp where they are in an account to help them devise strategies of moving forward
• Team Presentations allow for group discussions/presentations on a specific account

COURSE CONTENT

PRESENCE

• The present state of your presence in the account
• What can be done to improve your presence
• What obstacles are there to improving your presence
• How you can overcome these obstacles

MOMENTUM

• The present state of your momentum in the account
• What can be done to accelerate your momentum
• What obstacles are there to accelerating your momentum
• How you can overcome these obstacles

OPPORTUNITY

• The present state of your finding and creating opportunities in the account
• What can be done to improve your position
• What obstacles are there to improving your position
• How you can overcome these obstacles