Global

Key account management and planning: Account plans, reviews and growth

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 8 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
45 min
Lessons
6 lessons
Frequency
When someone takes on a key account
Last reviewed
21 Oct 2026
Business reviews, growing and protecting the account
What would you do?

Your manager wants the quarterly review to launch a new product

Try it: this is one of 18 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 45 minutes
  • Scenario, sorting activity, process, tabs and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 11 slides
  • Quiz, word cloud, scale, open-ended slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 387.0Achieve ≥ 80% on the final assessmentNoneWhole course
SO 387.1Choose which accounts deserve key-account attention, using agreed criteria + your infoOrganisation's account criteriaWhole course
SO 387.2Map stakeholders by influence, interest and relationship strengthBest practiceWhole course
SO 387.3Build an account plan with goals, actions, owners and datesBest practice; organisation's plan templateWhole course
SO 387.4Prepare and run a business review that is about the customer's resultsBest practiceWhole course
SO 387.5Plan ways to grow and protect the accountBest practiceWhole course
SO 387.6Spot risks early and escalate them to the right personOrganisation's escalation routeWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 8 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 45 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Choosing key accounts

3 pages

9 min
Before you beginNoteList
An invented storyTextImage
Which accounts, and why?TabsSorting activityKey factQuiz
2

Mapping stakeholders and relationships

3 pages

9 min
Who is whoAccordion
Map itTableText
CheckMatching quizQuiz
3

Building an account plan

3 pages

9 min
What a plan holdsProcessYour info
Critique a planFlashcards
Put it in orderSorting activityMulti-select quiz
4

Business reviews, growing and protecting the account

3 pages

9 min
Run the reviewTimeline
ScenarioScenario
ScenarioScenarioQuiz
5

Escalations, risks and where to ask

2 pages

6 min
Spot the warning signsChecklistScenario
Who to askProcessYour infoYour infoYour infoYour infoNoteQuiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

11 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda
Word cloudOne word for our biggest account
ContentThe criteria for a key account
QuizWhich question best decides whether an account is a key account? (Does it meet our agreed criteria? ✔)
QuizPlan line "Grow revenue". What is missing? (An owner, a date and a measure ✔)
Content · customiseCustomise: our plan template {{ACCOUNT_PLAN_TEMPLATE_LINK}}
QuizOne manager holds all contact and may leave. You… (Build other relationships now ✔)
ScaleHow complete is the plan for your most important account?" 1 to 5
Open-endedA risk I would raise in my next review
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. Do your key accounts have a current written plan? multiple choice
  6. How many business reviews have you held since the course? short text
  7. Which part of the plan is hardest for you? ranking
  8. I would tell my manager about a risk on a key account without worrying. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the account plan template? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

8 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Account plan template link{{ACCOUNT_PLAN_TEMPLATE_LINK}}
  • Crm system{{CRM_SYSTEM}}
  • Escalation route{{ESCALATION_ROUTE}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
Show all 8 fields
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run key account management and planning: Account plans, reviews and growth training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

When someone takes on a key account, before annual planning, as a yearly refresher for account teams.

Who needs this training?

Key and strategic account managers, partner managers and territory managers; run by L&D with the commercial director.

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck