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[New Research] Benchmark Report on Top Performance in Strategic Account Management

When we studied strategic account management in 2012, 59% of sales leaders believed there was greater than 25% revenue growth potential in their existing accounts.

In a separate, more recent research initiative, we found that the #1 priority for sales leaders in the year ahead is to increase business with existing accounts. We also discovered that Top Performers are nearly 2x more likely to be effective at maximizing sales to their existing accounts.

Click here to access the report now.This led us to ask: what sets apart the companies that are best at growing their strategic accounts?

The Benchmark Report on Top Performance in Strategic Account Management is the answer to that question. Through the course of this study, we learned not only that 29% more respondents than our 2012 study see growth potential in their existing accounts, but also that 70% of respondents have accounts willing to collaborate. There has never been a better time to invest in strategic account management and account growth.

In this report, the team at the RAIN Group Center for Sales Research shares the areas that set Top Performers apart from The Rest, allowing them to grow revenue, profits, and customer satisfaction in their named strategic accounts.

You'll learn:

  • How the right SAM team can drive more value, relationships, and opportunities within accounts
  • The 3 SAM competencies that set Top Performers apart from The Rest
  • The 6 discrete SAM processes that correlate with Top Performance
  • The #2 most difficult SAM challenge for The Rest (and where Top Performers are challenged significantly less)
  • How the effectiveness of internal and external value creation connects to client satisfaction, opportunity creation, and account plan execution.

If you're ready to take your strategic account management efforts to the next level, our research and analysis will give you a comprehensive look at what you need to do to be competitive with Top Performers.

Download the Benchmark Report on Top Performance in Strategic Account Management now.

Additional Reading
[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

By: Mary Flaherty and Mike Schultz

If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

Making the Business Case for Sales Training: New Research on Supporting Top Performance

Executives are always on a mission to prove Kirkpatrick Level 4 measurement of training: Results. Specifically, they want to know to what degree targeted outcomes occur as a result of the training event and subsequent reinforcement.

There is relatively little data on how sales training correlates to business performance and results.

That is, until now.

Infographic: 5 Sales Skills to Differentiate Your Team

In our recent Top-Performing Sales Organization study, we were particularly interested in the sales skills that stood out when sellers not only met their goals, but also believed their goals were challenging.