Description

Approximate time to complete: 35 minutes (not including short course assessment)

Intended audience: Account Executive, Sales Management

Sales Process Skill Set: Plan

Category: Foundation

Overview:

Analyzing People, Power, and Politics is a course intended to help the account team assess important account dynamics including the key players, politics and influence, where power and decision-making exists as well as competition. Additionally, this course helps to identify exposures so the team can create actions plans to address them

Course objectives:

After completing this course, you will be able to:

• Describe the factors that influence decisions of stakeholders in an account
• Describe the importance of knowing stakeholders in an account and their roles
• Identify the power structure of an account
• Identify influencers and map the lines of influence within an account
• Identify where and with whom the competition is aligned with in the account

Recommended prerequisite courses:

• Principles of Account Planning

Related courses:

• Principles of Account Planning
• Identifying Current and New Business in an Account
• Prioritizing Opportunities and Allocating Resources