"Become a successful KAM with our Key Account Management Training"

Key Account Management training

Problem and solution

Large customers are both opportunities and challenges. As a Key Account Manager (KAM), you are responsible for building long-term relationships, understanding complex organizations, and ensuring that the collaboration delivers both value and profitability. Without a structured strategy, the KAM role risks becoming reactive, which can lead to missed deals and eroding customer trust.

Our Key Account Management Training gives you the tools and methods you need to succeed as a strategic salesperson. Learn how to develop customer plans, identify new business opportunities and create profitable business relationships.

About the Key Account Management training

Key Account Management Training is a comprehensive E-learning course that will help you strengthen your role as a KAM. You will learn how to plan, implement and follow up on business strategies for large customers, with a focus on profitability and long-term growth.

For whom?
The training is perfect for KAM, key account salespeople and anyone who works with large customers and wants to take their strategic sales skills to the next level.

Training content

The role of strategic salesperson & KAM
Why customers want a KAM
The most common reasons why KAM strategies succeed and fail
Contents of a customer plan
Analyze the business with the customer, where is the profitability?
Identify customer decision makers and influencers, mapping the value chain
Identify competitors
Choosing competitive strategies
Build a customer plan together with the customer
How to find new business with the customer, white space analysis
How to sell the customer plan to the customer's management team
How to create a planning, annual clock, together with the customer's organization
How to create a business case for your business proposals
How to set goals, sales and activity targets and follow up on results
How to set KPIs and success criteria
How to qualify deals and choose the ones you can win
The book "Co-Creative Selling" by Jens Edgren
Strategic Sales®, KAM part 1 e-training takes approximately 16 hours of assignments and ends with a diploma and course certificate.

Customer quote

" The Key Account Management training has helped me develop clear customer plans and create a strategy that provides both growth and profitability ." – Maria L., KAM

" I now have a structured method for handling large accounts and ensuring that I focus on the right deals. " – Erik S., Key Account Salesperson

The value of training in Key Account Management

With our Key Account Management Training, you will receive a complete strategy for successfully managing large accounts. You will learn how to build account plans, identify profitable opportunities and create business relationships that deliver long-term results.

Who delivers?

The training is led by Jens Edgren , CEO of Sales Makeover and a recognized expert in solution sales, business development and strategic sales. During his career, Jens has helped hundreds of consultants, salespeople and leaders develop their sales skills and create sustainable business relationships.

With over 20 years of experience in B2B sales, Jens has trained companies globally on how to optimize their sales processes, improve their deal qualification and effectively implement sales methodologies such as MEDDICC – a methodology that helps salespeople close more deals, faster. Jens is also the author of the popular book “ MEDDICC – Sell More, Faster ”, which provides in-depth insight into how to use the MEDDICC framework to qualify and win deals in competitive markets.