• Services
      • Customer
        Strategy
      • B2B Customer Strategy
      • B2B Relationship Survey
      • Customer Segmentation
      • Organisational
        Performance
      • AMPLIFY – Account Management Programme
      • Training and Development
      • Trust Capability Builder
  • Knowledge Centre
      • Blog
      • Publications
      • News
      • Insight Webcasts
  • Who we work for
  • Who we are
      • Our People
      • Partners
  • Contact us
  • Menu Menu
You are here: Home1 / Customer Strategy2 / Sales and Account Management3 / What value do you see as a leader when you invest in your sales and account...

What value do you see as a leader when you invest in your sales and account management teams?

May 8, 2024/in Sales and Account Management /by Alan Thompson
  • Share
  • Tweet
  • Email

What value do you see as a leader when you invest in your sales and account management teams?

 

If you are considering investing in improving the capability of your sales and account management teams, have you got a view of the return you would expect to get from your investment? From our experience, thinking through the measures of success (or the return on your investment) is often one of the last things on the agenda when scoping out a development programme, and to a degree this is understandable.

But we would suggest challenging yourself and starting with a draft set of measures of success at the beginning of any programme scoping, because when you have a good idea of what you want to see as outcomes, the scoping and planning is much easier!

One of the most critical components of any successful development programme, is having real clarity in why you are investing in the programme in the first place and what differences you expect to see – and investing in improving the capability of your sales and account management teams is no different.

Consider some of these example questions, do you want:

  • To see an increase in new business volumes for your business?
  • Your teams to generate growth from new client acquisition or increased revenue from existing clients?
  • To see an improvement in conversion rates for new business?
  • An improvement in the quality and strength of your customer relationships?

These are examples of some business outcomes you may want to see as a result of your investment – and all are linked closely to financial results. But whilst your ultimate goals are likely to be these financial benefits, there are other areas where you may be looking to develop value for your business by investing in a sales and account management capability programme. Consider these additional example questions, do you want:

  • To develop a team of talented account managers who can build and maintain long term trusted relationships with your customers in order to deliver greater mutual value
  • To have a pipeline of sales and account managers who have the talent to move into more senior roles in the future?
  • To demonstrate your commitment to your teams by investing in them?

These example questions may be additional outcomes that are key to ensuring you are getting value out of your investment. Having clarity in these business outcomes then feeds into your development objectives and we would recommend starting your thought process with just one further question –

“What do you want participants to do differently as a result of attending and completing the development programme?”

Asking this question when considering the specific objectives of your programme, helps get away from just identifying the acquisition of knowledge or new skills and helps to unpack  specifically, what you would like them to do in order to help deliver the value identified in your business outcome questions.

The AMPLIFY sales and account management programme from Customer Attuned starts with helping you identify the value you want to generate from your investment.

Once we have that joint understanding, we can then design a bespoke programme for you that includes both what needs to be developed; and most importantly, how this will change what the participants do as a result of attending.

Our new programme AMPLIFY is practical and immersive, designed to explore the concept of Trust in the B2B Environment and guide account managers to deliver profitable growth over a long-term period, not just chasing short term sales targets.

AMPLIFY is a highly engaging and interactive people development programme that blends experiential workshops, one-to-one coaching, real-life assignments and provides on the job tools to deploy immediately – and all within the context of your industry and your desired business outcomes.

Get in touch

Please get in touch to discuss how we can help you unlock your account managers full potential and drive exceptional results in account management.

Learn more about AMPLIFY here.

 

  • Author
  • Recent Posts
Alan Thompson
Alan Thompson
Director & Head of People Capability at Customer Attuned Ltd
Alan has an in-depth knowledge of capability development with extensive experience of designing and delivering blended training solutions for clients across several industries, making use of online, virtual and traditional classroom training methods.

Alan is a very engaging classroom tutor, and has enjoyed working with a variety of global clients over the past few years to deliver highly successful people development programmes.
Alan Thompson
Latest posts by Alan Thompson (see all)
  • It Takes Two To Tango - May 20, 2025
  • Leveraging MBTI to build successful B2B relationships - October 25, 2024
  • Making MBTI Work For Sales Teams - September 25, 2024
Tags: Account management skills, B2B Customer Management, B2B Trust, Key Account Management, People Capabilities
Share this entry
  • Share on Facebook
  • Share on Twitter
  • Share on WhatsApp
  • Share on LinkedIn
  • Share on Reddit
  • Share by Mail
https://customerattuned.com/wp-content/uploads/2024/05/Leaders-acc-mgmt.png 1260 2240 Alan Thompson http://customerattuned.com/wp-content/uploads/2022/08/logo-1.svg Alan Thompson2024-05-08 07:05:572024-05-08 08:10:55What value do you see as a leader when you invest in your sales and account management teams?
You might also like
SAS Global Forum
Credit Crunch 10 Years On – 4 Seismic Changes in B2B Customer Management
Featured Video Play Icon
Managing your Teams Resilience For Leaders
Tesco Determines to Rebuild Supplier Trust
Building a high performing account management teamBuilding a High Performing Account Management Team
Online Panel Discussion: Providing Leadership through Change and Uncertainty

Customer Centricity Loop


Customer Attuned builds a culture of customer centricity based on B2B Trust so that sustainable, mutually beneficial and profitable relationships are maintained.

These service areas are interdependent: improve your Customer Strategy and your Organisational Performance improves, improve your Organisational Performance, and watch how Customer Strategy goals are met.

View Full Model

Other posts in ‘Sales and Account Management’

  • Entrepreneurialism in B2B sales
  • Leveraging MBTI to build successful B2B relationships
  • Making MBTI Work For Sales Teams
  • Discover the Power of SDI in B2B Sales
  • The importance of leaders supporting the development of sales and account management teams

or select a new blog category to view

 

 

 

building a culture of customer centricity based on B2B Trust

Let‘s chat!

© Copyright Customer Attuned, All rights reserved 2025    |    Website by ZeroDotNine
By using this website you consent to our use of cookies, for further information please refer to our privacy policy.
  • Privacy Policy
When is a B2B Customer/Supplier Relationship a “Partnership”?Leap of FaithLeap of Faith by Dr Mark Hollyoake featured in the Journal of Sales Transfo...
Scroll to top

Customer Attuned uses industry-standard cookies on this website to monitor and continually improve your experience of it. You can read more about our use of this information and any personal information that you submit on our Privacy Policy. Use of this website demonstrates agreement with this policy.

Accept settingsHide notification onlySettings

We respect your privacy rights



How we use cookies

Customer Attuned uses industry-standard cookies on this website to monitor and continually improve your experience of it. You can read more about our use of this information and any personal information that you submit on our Privacy Policy. Use of this website demonstrates agreement with this policy.

I have read and agree with the Privacy Policy

Essential Website Cookies

These cookies are strictly necessary to provide you with services available through our website and to use some of its features.

Because these cookies are strictly necessary to deliver the website, refusing them will have impact how our site functions. You always can block or delete cookies by changing your browser settings and force blocking all cookies on this website. But this will always prompt you to accept/refuse cookies when revisiting our site.

We fully respect if you want to refuse cookies but to avoid asking you again and again kindly allow us to store a cookie for that. You are free to opt out any time or opt in for other cookies to get a better experience. If you refuse cookies we will remove all set cookies in our domain.

We provide you with a list of stored cookies on your computer in our domain so you can check what we stored. Due to security reasons we are not able to show or modify cookies from other domains. You can check these in your browser security settings.

Google Analytics Cookies

These cookies collect information that is used either in aggregate form to help us understand how our website is being used or how effective our marketing campaigns are, or to help us customize our website and application for you in order to enhance your experience.

If you do not want that we track your visit to our site you can disable tracking in your browser here:

Other external services

We also use different external services like Google Webfonts, Google Maps, and external Video providers. Since these providers may collect personal data like your IP address we allow you to block them here. Please be aware that this might heavily reduce the functionality and appearance of our site. Changes will take effect once you reload the page.

Google Webfont Settings:

Google Map Settings:

Google reCaptcha Settings:

Vimeo and Youtube video embeds:

Privacy Policy

You can read about our cookies and privacy settings in detail on our Privacy Policy Page.

Privacy Policy
Accept settingsHide notification only