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Relationship Manager 90 Day Plan
Transcript of Relationship Manager 90 Day Plan
Meet with all areas of the business to understand roles and the relationship to my position
Learn about the products and services, identify and close gaps -
Subject Matter Expert
Profile the Customers portfolio - current value, identify needs future/current
Contact all customers by email to introduce myself and provide contact details
Identify top opportunities for sales within portfolio
Understand Tools and Methods that are available; Targets, KPI's and IT Systems
Review Sales Strategy
Create a strategy for building long term customer relationships to be their
Develop a Prospecting Strategy and discuss with Sales Manager
Profile the customers in Portfolio - Review, priorities and analyze their status
Establish an effective agenda and schedule for customer meetings
and commence and complete meetings
Review Targets and KPI performance and past 60 days
Refine sales tools; presentation, competitor comparison charts
A Solid Framework of consistent Quality and high Standards
Understanding the Support Networks and Teams
Develop additional pipeline activities; Implement
Building and strengthening customer relationships
Design and schedule product presentation/demonstration programs
Create a strategy for defending against competitor
Build network of influential bodies within industry & portfolio
Establish ongoing training timetable to close any remaining skill gap
Create a value proposition
Develop and Deliver New Revenue and
Opportunities for Growth
Develop a base of
so I can set up a Solid
for a best in class Relationship Manager to
To be one of the world’s great companies, helping our customers, communities and people to prosper and grow.
Subject Matter Expert
I will become a body of knowledge and expertise in my field; I will dedicate serious effort into learning and understanding all there is to know.
Establish myself by looking for opportunities to speak or present at conferences and public speaking.
High visibility will help establish my credibility and trust while reaching out to new leads.
Understand Targets, KPI's and IT Systems
More than just selling - supporting the
customers long after the sale.
Positioning myself as a provider of effective
solutions not just products and services.
I am genuinely interested in the customer and their business - I am in it for a long term relationship not short term gain.
I work hard to understand the customers uderlying interests not just surface “wants”.
I am a valued resource to the customer which
develops into a trusted adviser
and in turn referrals.
I use a variety of methods to prospect for new business:
I treat all prospecting as relationship building as it makes interacting comfortable and builds firm foundations for when selling
enters the picture
18 seconds to capture their attention and less than 2 minutes to convince them why they should continue a conversation or schedule a meeting
Use all types of media
Today's business offers many more ways to communicate which makes it easier to connect with more prospects in more mediums than ever before