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On-Demand Webinar: Unleashing Account Sales Growth in 2017

With 2017 right around the corner, most organizations are building strategies to increase revenue, win more sales, and beat their targets in the year ahead.

But with increased competition and product/service commoditization, those same organizations either risk trying "the new, shiny trend" or same-old sales training that just doesn't cut it.

As part of the RAIN Group Center for Sales Research's efforts this year, we learned that the #1 priority for sales leaders is to increase business with existing accounts. In fact, twice as many leaders as four years ago believe the sales growth opportunities are greater than ever. And, indeed, Top Performers in Strategic Account Management are seeing significant revenue, profit, and satisfaction growth in their named accounts.

If you want to learn how to take advantage of the untapped revenue potential in your existing accounts, join Bob Croston, Vice President and Principal Consultant of RAIN Group, for this exclusive webinar. In it, he'll share the major findings of RAIN Group's Top Performance in Strategic Account Management research study for the first time, including 5 recommendations for taking your organization to the next level in 2017.

You'll learn:

  • What Top Performers in Strategic Account Management do differently than The Rest
  • The #1 sales competency across Top Performers, and how the competencies are completely different at less successful organizations
  • 3 keys for driving new opportunities and filling the pipeline at existing accounts
  • Whether or not a strategic account management process matters at all
  • A surprising way to drive new sales and client satisfaction and retention at the same time

If you're looking for ways to drive revenue, increase profits, and improve client satisfaction in the year ahead, this webinar is a must-see.

Click here to access the on-demand webinar.

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.

5 Sales Training Ideas to Improve Results (and Sustain Them)

By now you know that teaching people how to sell and become Top Performers takes more than a one- or two-day event. It takes ongoing reinforcement.

Sales training is a change initiative. Going through a single class in two days does not change the way sellers sell. Change happens over time, once sellers get back to work and start implementing newly learned skills.

The Missing Link to Increasing Sales Motivation

There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success.

When it comes to sales motivation, companies commonly focus on compensation, bonuses, and incentives to get top performance out of their sales team. While compensation is important, it certainly is not the only, or even the main factor that drives sales motivation.