Account Management Training

Sensible affordable value added training delivered professionally

Small & medium ( SMEs) businesses solutions

Many Account Managers and Sales Professionals responsible for business to business sales have never sold in a recessionary or economic downturn cycle. It’s easier to hit targets in the good times,

''what’s your plan when times get really difficult ?''

There is an entire generation of Account Managers that will not remember the downturn in the 80s and 90s (we do!) and for some of your hardened Sales People & Account Managers selling in a recession will be a very distant memory.  

''and what’s your plan, strategies and tactics for selling in a reeling downturn ?''

You may be tempted to turn to activities that just won’t work but feel good, so you end up doing them anyway such as:

    Ramping up the calls X

    Tell the sales force to sell harder X

      Reduce your prices  X

      Send out more and more collateral X

      Make more presentations X

      Make more demo's X

      Prospect more and make more cold calls X


Although it’s ok to do these activities as they keep the pipe line filled up, and motivating the  Account Managers  never hurts, but the past has shown us that these activities are not as productive as we might think , particularly in a complex sales cycle where a consultative approach is needed. 

''There is an alternative and that is train them !
Why ?.....because....''

“If the only tool you have is a hammer, you  tend to see every problem as a nail.”

Abraham Maslow.

So let us teach and empower your Account Managers with the right tools

We at Victory Management take the work of American Psychologist Abraham Maslow and drag it in to the 21st century and create the Success Pyramid, where we train them  to explore the three main building blocks and their many sub blocks ,we will cover:

Personal Management

Knowledge Management

Customer Management

In each block we then cover 16 more sub blocks related to each part of the pyramid. We think Account Management  is about planning , knowledge, structure, and most importantly relationships. Its ten times easier to farm the accounts you have than to lose them and have to find  new ones just to keep the status quo, and the best way to farm them is to hunt within them.

So as you become more successful in your accounts and secure them you will have more time to hunt for new business , you will also learn which accounts are more vulnerable in a downturn so you can allocate your time appropriately and go back to basics: invest for growth, manage controllable costs, and track performance.

Our unique Success Pyramid

Just as Maslow explained that it was impossible to move up the needs pyramid until the need below was satisfied , our unique Success Pyramid does the same, checking , asking and re checking, ensuring that the skills needed are built one block at a time line upon line, principle upon principle.