Josh Bersin recently wrote something I found particularly profound:

 “In the consumer world we want people to spend more and more time on our content. In the corporate learning world we want them to spend less.” (Josh Bersin, A New Paradigm For Corporate Training: Learning In The Flow of Work)

In most companies, account managers (AMs) are critical, sales-generating resources.  Yet many companies—even those with large account management teams—skimp when it comes to account management training.  This blog post will cover the four steps to creating an account management training program that will super charge your company’s account management team.

Step 1.  Identify the account management competencies that are critical for your organization. Obviously, these competencies will vary by company, industry, and account type.  If you’ve never developed a competency model before, then I suggest you check with senior team members in your Training and Human Resources functions.  These colleagues may have a defined competency-design process and templates that you can use.  If you are building an AM competency model from scratch, you can download our baseline AM competency model at the bottom of this page as a starting point.