Account Management Training Courses

Let’s Get Strategic


Account Managers have a lot on their plates:

  • Managing hundreds of accounts
  • Account retention
  • Driving product/service penetration
  • Profitability
  • Growth

You know it’s time for training if you see Reps:

  • Assuming they have 100% of wallet share
  • Living off inbound orders
  • Actively managing only top 20% of books
  • Missing opportunities to grow revenue

Factor 8’s account management training courses give your team the skills they need to deliver concrete results. Unlike other forms of account management training you might have heard of, we go beyond simply teaching theory. Whereas other educators are only interested in giving learners the broad strokes, our account manager courses give your people ideas that can be applied immediately with your client base.


For example, we give account managers skills they need to retain and manage their clients. These enable them to make better use of their time and gain the most benefit from their efforts. Other skillsets included in the coursework include reactivating lost accounts, working with clients to uncover new needs, pipeline management techniques and understanding the customer mindset. Once they have completed our training, your account managers will have the knowledge they need to hit the ground running and start growing your business in the most effective manner possible.


I’m powering through my account deck qualifying the hell out of it. Another fantastic benefit from your training is my improvement in time management. Because I’m able to qualify accounts so quickly I’m spending my time focusing on revenue producing prospects and clients!

Carolyn H, Account Manager




  • The roles & goals of account management
  • A call-by-call strategy for new growth
  • Add new buying contacts & locations
  • Ask questions to uncover new needs
  • Leverage customer raves for contacts, orders, & referrals
  • Confidently ask for new category orders


  • Spikes in active call time
  • Pipeline full of new categories, products, and contacts



  • The wallet share conversation
  • “What else can I sell?”
  • Uncover customer value
  • The customer mindset
  • Categorize accounts by growth potential
  • Propose solutions & close with value


  • Improved close percentage
  • Higher revenue per account
  • Faster pipeline velocity



  • Overcome objections
  • Reactivate lost / upset accounts
  • Keep the sale moving forward by closing for a commitment & bridging on every call
  • Account & territory management strategies
  • Strategic day / time management
  • Pipeline management


  • Account base growth
  • Higher percent to quota
  • Improved forecasting

In brand new category pipeline uncovered during training plus 67% increase in legacy account growth year 1 after training

I’m in love. How do I contact you?

We’re glad to hear it! Head on over to our Contact page or pop John an email at He’s the tall bald one.

Can you show me your classes?

We sure can. Our classes are like no other. They’re interactive, real-time training classes that can be applied immediately. You can’t hide in our classes! Check out our other classes here.

Hmm. What are others saying?

We’re glad you asked. We’re delighted to see how class participants have transformed the way they work – they’re crushing their goals. Check out the unbiased reviews over at AA-ISP. We can’t edit these!

Want more info about our Account Manager Sales Training?

Download our Account Management Brochure Today!