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[New White Paper] Competencies of Strategic Account Managers

As part of our research this year, we have learned:

  1. The number one priority of sales leaders for the upcoming year is to increase business with existing accounts.
  2. Since 2012, there has been a marked increase in growth potential within existing accounts.

Click here to download our complimentary white paper now.

Our study of 397 organizations with formal strategic account management processes sheds light on what separates Top Performers from The Rest to help sales leaders better understand how they can take advantage of their organization's growth potential.

In Competencies of Strategic Account Managers, Mike Schultz, President of RAIN Group, Ago Cluytens, EMEA Practice Director, and Mike Jones, UK Practice Director, reveal the most surprising findings from our Top Performance in Strategic Account Management research initiative, including:

  • The 6 Strategic Account Management Roles that every organization needs
  • The role of customer service in strategic account management
  • The #1 skill difference most separating Top Performers from the Rest
  • The three competencies that make the biggest difference for Top Performers

If you're looking for stronger revenue growth, margin growth, and satisfaction growth in your named accounts, this report will help you build a foundation that will put you on par with Top Performers.

Download Competencies of Strategic Account Managers 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.