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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
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.

[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.

5 Essentials for Managing Your Sales Organization’s Talent

Attracting and retaining top sales talent is a huge challenge for many companies.

If you want to take your sales results to the next level, your organization must have the right people in the right roles, performing at a high level day in and day out. You also need the right management team with an effective process in place to ensure this all happens.