The need for a training programme for all account managers was based on the following observations made in early 2014: It was felt that there was insufficient assessment by our account managers of the business issues that the customer was trying to address, account planning was limited, with an approach that was very opportunistic and personalised, there was a weak win/loss approach with little reflection or development of solutions to prevent losses happening again, furthermore lack of ownership of the engagement process, demonstrated by a tendency to fall back onto technical solutions, little self-awareness about what makes the sales cycle successful for the customer and what can be done to influence success.

“The work Mentor Group have done with their Sales Management System and working with our sales leadership community, enabling them to be coaches has directly driven a $1m a day to our pipeline”