3 account management mistakes in consolidated markets
Avoid these three account management mistakes in consolidated markets, and you’ll be more likely to retain your major sales accounts.
Learn where you're strong, where there's room for improvement, and what you need to do to future-proof your sales team.
Our sales training programs provide individuals and organizations the techniques to:
Learn the process and tools needed to conduct a strategic analysis for accounts with multiple decision makers.
Through a simple, repeatable structure, sellers learn the essentials for succeeding at both planned or spontaneous meetings with buyers.
Learn the three key stages that sellers can employ to not just renew strategic accounts but increase their value in our sales training classes – data gathering, strategy sessions and execution.
Break down complex sales into understandable components by adopting a roadmap like the iconic Blue Sheet and Green Sheet to drive organizational strategy to abide by common language and practices.
Overcome buyer hesitations and explore unrecognized needs and learn how to develop a tailored message and presentation style to reach and impact executives.
Regain control of the room when things go down the wrong path, preserve client relationships, and secure time with high-level prospects.
Build a foundation of customer service excellence to create loyal and long-term customers.
Arm your teams with the fundamental skills to successfully uncover and satisfy customer needs. Win complex deals with a scalable, insights-driven approach to opportunity management. And have compelling sales conversations with key decision makers.
With over 40 years of experience, we have the deepest and richest 'vault' of sales training programs for all roles and across the sales process. We combine sales methodology with skills to drive immediate changes in performance. We also have the most comprehensive sales leadership content focused on sales leaders to enhance their abilities and truly bring them into the change process.
We create individualized learning journeys and deploy components that identify and close critical skill gaps. Our CRM application, Korn Ferry Sell, incorporates sales skills and methodology into daily workflow. It shows sellers, in real time, the actions that drive success; gives access to relevant learning; and provides data for sales leaders to inform coaching and development.
We have pulled together our training courses into two powerful learning journeys – one for sales teams and one for customer service teams. Each journey starts with defining what success looks like in a specific role.
As buyers change the way that they want to interact with sellers, organizations must understand those changes and adapt. A seller’s role is no longer just to inform but to inspire. Sellers must be able to develop and add perspective at every stage of the sales process; to help the buyer to learn and expand their thinking and understanding as part of the engagement.
With more than four billion total data points, including 74 million assessment results, we can predict performance in any role. We use this data to cluster around 8 groups that we call personas. Personas provide a blueprint for how an individual learns. We combine this with assessment data to produce a personalized learning journey for salespeople and managers. We recruit approximately 17,000 sales professionals each year which further informs our point of view on what makes a successful salesperson.
With over 40 years of experience, we have the deepest and richest vault of sales training programs for all roles across the sales process. We combine sales methodology with skills to drive immediate changes in performance. With more than 80 end-to-end programs, available in all modalities and up to 25 languages. We also bring the most comprehensive sales leadership content focused on sales leaders to enhance their abilities and truly bring them into the change process.
We use innovative technology to not just reinforce sales learning but bring it to life through the daily work of sales professionals. We create individualized rich learning journeys and deploy components that identify and close critical skill gaps. Our CRM application, Korn Ferry Sell, incorporates sales skills and methodology into daily workflow. It shows sellers, in real time, the actions that drive success; give access to relevant learning; and provide data for sales leaders to inform coaching and development.
Backed by research that demonstrates what works for sellers, our sales training programs continue to produce successful sales leaders. The effectiveness approach to sales training lies in our understanding of the art and science of sales. From developing hunters and farmers to onboarding new team members, our portfolio of sales training courses creates an optimal learning path for every team.
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Powered by the proven, industry-leading sales methodology of Miller Heiman Group, which is now part of Korn Ferry
Less than one quarter of buyers see sellers as an important resource to help them solve their business problems, which is why sellers need to not just meet, but exceed buyer expectations. To exceed expectations, sellers need to execute top-notch interactions, focus on business success, come highly prepared and provide insights that educate the buyer. But the reality is that most salespeople lack the skills to do this, resulting in a need for training.
Sales training can help sellers:
The best sales training programs focus on both the what and the how of successful selling; knowing what needs to be done is very different from possessing the skills to do it.
Talent gaps in sales teams are the number one internal challenge cited by many sales organizations. And the reason for this is these organizations often lack the sales training programs they need to enable sellers to reach their full potential. Leading organizations leverage four key practices to get the most out of their sales training:
1. Have a clear definition of a top seller
It’s extremely difficult to replicate winning behaviors in other sellers if the true reasons behind top sellers’ success isn’t clear. Rather than equating quota attainment with success or using their gut instinct to make training decisions, sales organizations need to take a deeper dive into their sellers’ capabilities. They should avoid lagging indicators of success like quota attainment and win rates and focus instead on selling behaviors, including what sellers say and do that helps them close deals.
Data-driven assessments are crucial to help sales leaders isolate key competencies and skills—such as learning agility, curiosity and connectedness— that drive top sellers, and start closing the gaps in performance for their less successful sellers by creating targeted, individualized sales training programs to develop those skills.
2. Personalize sales training programs for each individual
Many sales organizations offer training, because they know they should. But they don’t offer differentiated training that caters to the individual; instead, they treat everyone the same. While this may seem like a fair approach, it’s not an effective one. Not all sellers need the same skills development, nor do they prefer to learn in the same way, whether that’s in a group or individual setting, online or in person, or in a scheduled way versus in their own time.
3. Treat sales training programs as ongoing development
Many sales organizations train on a skill once, often at employee onboarding. But effective learning doesn’t take place at a single point in time; it’s a journey. Organizations that supplement the sales training program with formal coaching have win rates that are 32% higher than those who take a random approach that leaves the coaching process up to sales managers’ discretion.
4. Continually reinforce learning
Even the best sales training program won’t stick if it’s not reinforced. Our tendency to rapidly forget what we’ve learned is explained by the Ebbinghaus Forgetting Curve, which suggests that people forget an average of half of what they learn within an hour, 70% of new information within a day, and 90% within a week. Research also shows that the best way to beat this forgetfulness is to repeat the information learned at spaced intervals. That’s why reinforcement is so important for sales professionals. The key is to make learning, or relearning, convenient. One way to do that is to offer sellers information at the point of work, through your CRM for example.