Account Management

Sales Training

Get More From Your Customer Base

YOU WANT ACCOUNT GROWTH?

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, 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 skills and tactics.

We provide account managers with the skills they need to retain and manage their clients. They’ll have the knowledge they need to hit the ground running and start growing your business in the most effective manner possible.

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

“I’m powering through my account deck qualifying the heck out of it. Thanks to Factor 8’s training, my time management has improved. I’m able to qualify accounts so quickly that I’m able to spend more time focusing on revenue producing prospects and clients!”

Carolyn H., Account Manager

EXAMPLE OF WHAT’S COVERED

All of our sales training programs are customized to your team’s needs and experience.
Below is an example of what’s covered during account management training.

Level 1 – EXPAND THE BASE

CONTENT

  • 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

OUTCOMES

  • Increase the number of quality conversations
  • Spikes in active call time
  • Pipeline full of new categories, products, and contacts

Level 2 – GET WHAT’S YOURS

CONTENT

  • 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

OUTCOMES

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

Level 3 – WATCH IT GROW

CONTENT

  • 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

OUTCOMES

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

$200M 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 shoot us an email at info@factor8.com.


Can you show me your programs?

We sure can. Our programs are interactive, real-time training classes that can be applied immediately. Check out our rep programs here.


Hmm. What are others saying?

We’re glad you asked. We’re delighted to see how program participants have transformed the way they work – they’re crushing their goals. Check out our customer testimonials here.

Want more info on our Account Manager Sales Training?

Download our Account Management Brochure Today!