MAX Account Development Maximisation Skills
Date: Length (days): Location/Venue: Cost: Availability: Booking-:
Friday 17th January 2020 1 The Research House 325.00
Good availability
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MAX Account Development Skills 



Maximising the business potential of an account, involves knowledge, skill and process.  It is also a very profitable process when completed consistently and correctly.

This programme focuses on an effective best practice that helps people to assess account potential, with a view to setting 'SMART' goals and designing strategies to fulfil this potential. 

The programme also highlights the skills required by a good account developer to maximise account potential from their client base.

In a business world where everything counts, this programme is must of anyone who has an account base from which to develop revenue.

 Aim of the programme

To enable you to maximise sales from your client base by utilising an account development process and account development skills.

Programme style and content

This programme is highly motivational and participative. You will work with a framework that will enable them to research and assess account potential. The framework will enable you to identify key decision makers. The knowledge base that you develop on your accounts can then be assessed using 'plus and minus' factors. 'SMART' goals will be set for the account and strategies are designed to maximise account potential. Key subjects covered include:

  • Understanding the importance of account knowledge
  • How to assess account potential
  • Establish the decision-making matrix
  • Conduct a 'plus and minus' assessment
  • Set 'SMART' account development goals
  • Designing effective account development strategies
  • How to apply the process
  • Utilising advanced account development skills

 Programme duration

One day - 0915-1700

Programme fee

£325.00 plus vat - Rate includes training, training materials, morning and afternoon refreshment and lunch.

Target audience

Anyone who is responsible for developing an account base - Directors of Sales, Sales Managers, Sales Executives, Business Development Managers,  Account Development personnel at all levels.

Programme Leader - Martin Pepper FInstSMM MD Maxima Training & Development

Martin is the Managing Director of Maxima Training & Development. Martin has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development World-wide for Forte Hotels before founding Maxima in 1995.

Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.

Martin has been made a Fellow of the Institute of Sales and Marketing in recognition of his outstanding contribution in developing sales people in the hospitality  industry. Martin is a sought after conference speaker on a range of subjects related to developing people to develop business.

Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!

What are clients say


I really gained a lot of insights during the whole session with Martin last Friday. The activities were a great way to put the learning into practice and I really enjoyed the day.
Martin was very encouraging and gave us various examples on how to manage key accounts and also the ones which aren’t producing. I have already started to allocate more time to make calls and manage these accounts on my office days; its helping me a great deal.
will surely have a look at the future courses and see if I can attend the relevant ones.
Once again, many thanks for arranging everything and also looking after my dietary requirements. The lunch was delicious.

- Rebrandt Hotel, London

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