ValueSelling Account Management

Designed as a one-day, instructor-led course preceded by approximately six hours of self study pre-work, the ValueSelling Account Management (VSAM) course is designed to accomplish two critical tasks:

Sharpen the participant's business acumen through improved understanding of key financial statements
Instituting an account management process using the VSAM workbook (Excel) and associated templates

VSAM leverages the ValueSelling Framework through the use of a common set of terminology and templates, including the QP Formula and ValuePrompter. The process is then expanded and applied to the account management process to look at the key components involved with managing strategic opportunities.

The four key components of the VSAM process include:

Account Profiles: Examining the organizational structure of the account, key individuals and reporting relationships
Business Analysis: An understanding of the financial health of a company and uncovering potential business issues that can be linked to your solution set
Opportunity Planning: Developing a list of opportunities at a summary level and then analyzing those key opportunities for product/services, timing and resources required
Opportunity Review: Assessing the status of opportunities that are underway to determine where "gaps" may be and then develop action plans to address missing components

Expected course outcomes include:

Establish a base of business acumen to understand business opportunities and identify potential business issues
Develop account plans to track opportunities and coordinate sales resources
Assess current sales opportunities for gaps and develop specific action plans to address