Event Details
Event Description

Dear Sir / Madam,

 Madras Management Association – Konrad Adenauer Stiftung

Presents One Day Workshop on


"Conduct Powerful Sales Review Meetings”

Key Account Review

17thApril 2020

09.30 am to 5.00 pm

Mr Rakesh Gopinathan

Corporate Trainer


Madras Management Association   
New 240, Pathari Road, (Off Anna Salai)   
Chennai – 600 006  



The review meeting is one of the most important tools available in managing and leading the sales organization.


Effective reviews enable the manager to quickly understand what is happening, coach sales people on individual deals as well as overall effectiveness, identify critical opportunities and situations, communicate priorities, and set the tone for the sales organization. The review process is fundamental to assuring that sales will produce the results it has committed to.


Several types of reviews are critical in managing the sales organization including Funnel/forecast review, Critical opportunity review, Key account review and Territory review.


These reviews can be combined into one meeting, conducted separately. Reviews can be conducted with individual sales professionals or with the entire sales team.




The objective of the key account review is to understand the strategy that the sales person putting in place to assure the customer is satisfied with your organization’s products and performance and to understand what the sales person is doing to identify new sales opportunities and expand the relationship. Generally, these can be regularly scheduled and can be done on a quarterly or semiannual basis. Certain accounts (i.e. Global) may require more frequent review, others will require less frequent review.




Key Account Review


·         Current install base and competitive install base. Trends in growth of the install base. What is our share of the account? What are we doing to increase our share?

·         What does the funnel look like for the account? Is it consistent with the opportunities being pursued (depending on how the funnel is implemented, not all opportunities will be reported. However, there should be consistency between what is being done in the account and the funnel).

·         Customer satisfaction with the company and the competition.

·         What are the current projects underway? What is the status? What exposures are there? What results do we expect these to produce?

·         What are we doing to expand our relationships?

·         What executive programs do we have in place?

·         What marketing programs do we have in place?

·         What is the total addressable opportunity in the account?

·         Who is the competition calling on? What results are being produced? What executive relationships do our competitors have?

·         What are the key business drivers the customer is facing? What opportunities do these present us?

·         What are the key programs and activities we should be driving this year to assure that we can create new business opportunities next year?

·         What resources do we need to commit to the account to achieve maximum share?

·         Where are we going to get business from next year and the following year (this is more of a qualitative and directional discussion than a specific opportunity discussion.)?

For Whom: 

Key Account Managers, Key Account Customer Service, Institutional Sales, Business Development – Key Accounts, Entrepreneurs, Marketing and sourcing Managers who are managing or leading key accounts/ key projects/key business corporate sales/institutional sales / key account services and who need to understand the art and science of managing Key Account Opportunity.


Key Takeaways:  

By the end of the workshop, participants will have learned how to:

·         An attitude of seeking to identify all the opportunity that exists within the key account and assuring that we are competing in and winning a majority of those opportunities is critical.


·         A template for running the account review can be developed to optimize the efficiency and effectiveness of the review, while minimizing sales time in preparing for it.

Facilitator Profile: 

Mr Rakesh Gopinathan brings close to two decades of exposure in full spectrum of Sales, Business Development, Strategic Planning & Implementation, Training & Development and Operations function while working with organizations’ like – IBSC India, Desert Line Projects, DULSCO, Tata Capital, Reliance Communication, DHL, Aptech Learning Services, NIIT and PYL. 

Rakesh is a Commerce graduate with MBA in Marketing. He specializes in Sales and has completed "Honor's Diploma in Sales and Marketing” from NIS Sparta. He is completed his PGDIBO from IGNOU and PGDHRM from Pune University. Initial years of his Sales and Business Development career gave him greater insights into Channel Management, Channel Development, Alliance and Partnership, Urban and Rural Network Management, New Business Development, Recruitment, Business Unit Operations and Revenue Generation. Later on, he worked with some fortune Top 500 companies including DHL, Tata and Reliance which gave him an exposure into Strategic Key Account Management, Solutions Sales, Institutional Sales, B2B Sales, Strategic Planning, Account Retention, Contract Negotiations, P&L management, Budgeting and Forecasting, International Business Development, Market Trend Reviews, Pricing Models, Cost/Benefit Analysis and continuous process improvement. He has excelled both as an individual contributor and in Team Leadership roles.


Fee Details 


Members of MMA:  Rs. 2,000/- inclusive of GST 18%

For Non-Members:  Rs. 2,950/- inclusive of GST 18%


The fee includes Workshop Kit, Lunch & 2 Time Refreshments.


The cheque/DD to be drawn in favour of "Madras Management Association” payable at Chennai and be sent to:

Madras Management Association MMA Management Center, 
New No.240, Pathari Road (Off Anna Salai), Chennai 600 006.


Please Note:


It may be appreciated that a minimum number of 10 participants would be required for the programme to go through. Kindly bear with us until we receive the necessary nominations for confirmation of the programme and making the payment

Please do not use the default"reply” button to respond to this mail as this is an Automated Software; we request you to send your nomination at the earliest to this mail;


Phone: 044-2829 1133


For further details contact:

Gp Capt Dr R Venkataraman (Retd) Mobile 94447 00068

Sriram Saravanan: 9952019173


Registration starts at 9.00 am and Workshop commences at 09.30 am. Prior registration is necessary. The fee once paid will not be refunded; change in nomination from same organization will be permitted.


We would be pleased to provide any other information required by you and look forward to receiving your nominations for the workshop. 



Thanks & Regards 


Gp Capt R Vijayakumar (Retd), VSM  
Executive Director  
Madras Management Association  
MMA Management Center, New No 240  
Pathari Road (Off Anna Salai)  
Chennai – 600 006  
Tel: 044-28291133/48632711 

E-mail: training@mmachennai.org 

Facebook: facebook.com/mmachennai

Instagram: instagram.com/mmachennai

YouTube: youtube.com/c/MadrasManagementAssociationChennai  

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Twitter: twitter.com/mma_4u

LinkedIn: linkedin.com/in/madras-management-association

Website: www.mmachennai.org 

Date : 17-04-2020
Time : 09:30 AM - 05:00 PM

Contact Person : Sriram Saravanan

Contact No : 04448632711

E-mail : mma@mmachennai.org