How many of your accounts are buying everything they should from you, across all of your capability areas?
Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.
With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts.
We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Virtual Strategic Account Management) or face-to-face.
Our Strategic Account Management training teaches your team how to find, coordinate, and connect with key buying influencers across an organization, and foster those relationships for the greatest success.
Having a competitor steal an account or win business you should have is a frustrating experience. Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats.
Increasing business with existing accounts is the #1 priority for sales leaders in the year ahead. Our training gives your sellers the skills, knowledge, and tools to do this with the greatest possible success.
Strategic Account Management is tailored and contextualized for your business and the sales situations your sellers regularly face. Your team will learn to:
We take a blended approach to learning that results in real behavior change. Our programs include a mix of delivery options and components, including:
Bring strategic account management training on site with live workshops for sellers, account managers, and sales managers. Training is customized based on your SAM maturity, industry, company, and solutions.
Accessible wherever your sellers are, this program is delivered via highly interactive and engaging vILT sessions that address strategic account management topics and strategies relevant to your team.
Our learning system ensures that training is reinforced over time. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied.
Reinforce skills. Train a geographically-dispersed sales force. Improve new hire ramp-up. We have a complete Strategic Account Management online learning program. Customize lessons and environments for your company.
We work with you to define and track the metrics that are most important to you (e.g., account growth, opportunity growth, profitability, etc.).
of companies believe they are ineffective at maximizing sales to existing accounts across capability areas.
The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts.
of companies believe they should be generating at least 25% more revenue from their strategic accounts.
Based on results from our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts.
Yet few are able to turn that opportunity into account growth reality.
Our Strategic Account Management program will give your team the knowledge, skills, tools, and action plan they need to tap into this opportunity and grow your key accounts. We’ll walk you through a strategic account planning process that will make your sales efforts more focused and productive by prioritizing the areas that will allow you to achieve the greatest key account growth success.
As Woodard & Curran grew and expanded its offerings, they faced the challenge of selling their full set of capabilities to their existing clients. To help establish a process for growing their existing accounts, they brought in RAIN Group.
RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning. Key metrics include: