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Managing Value is an innovative experiential learning program that helps sales professionals, their team members, and their managers create powerful, analytical, and action-packed plans to manage major accounts. Incorporating many of the principles of the other sales programs, Managing Value creates awareness of, and skill in applying, the seven best strategic practices sales professionals can leverage to ensure their account plans produce winning results. Sales professionals and their colleagues learn to use a comprehensive account planning, analysis, and reporting tool that creates common language, clear communications, and alignment throughout the various opportunities and sales cycles within an account over time, at all levels of the sales organization. Managers are prepared before the workshop to perform their normal coaching role during the training. They are also prepared to help their teams implement the process and principles back in the field after the workshop, through strategic coaching and regular account reviews. Managing Value helps salespeople:
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