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Core Sales & Customer Skills

Account Management Fundamentals

Build the core skills required to manage and grow ongoing client accounts. Covers account planning, expectation management, reviews, and long-term value.

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How this programme works

Focus areas include account planning, expectation management, reviews, and sustaining long-term value.

Expected outcomes

  • Structured account management approaches
  • Improved client follow-through
  • Clearer expectation setting
  • Stronger long-term account relationships

What can be customised

  • Account managers and relationship owners

Part of Sales & Customer Skills. Common business problems, audience and customisation context for this capability area are covered on the category page.

In this capability area

Also in Sales & Customer Skills.

Other programmes in this capability area.

Foundational

Relationship Management Skills

Develop the ability to build trust, credibility, and long-term working relationships. Focuses on stakeholder awareness, communication, and sustained engagement.

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Foundational

Customer Service Excellence

Build consistent, high-quality service capability across customer touch-points. Covers service mindset, issue resolution, and managing customer expectations.

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Foundational

Client Interfacing Skills

Strengthen day-to-day interactions with clients across meetings, calls, and reviews. Develop clarity, professionalism, and confidence in client-facing situations.

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Core

Consultative Selling Skills

Build the ability to diagnose customer needs, frame value, and guide buying decisions through structured conversations. Focuses on questioning, listening, and solution alignment rather than scripted selling.

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Ready to discuss this programme?

Let's shape it around your team.

Tell us about your context and we'll advise on scope, sequencing and delivery for Account Management Fundamentals.

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  • Delivered on-site, virtually or hybrid
  • Scope and duration adapted to your organisation
  • Can be combined with related programmes