Building Best-in-Category Account Managers
Consumer Packaged Goods
It is no longer business as usual. Buyer expectations have changed; the way salespeople work has changed; selling has changed.
Give your sales leaders and sales team the skills they need to meet the new expectations they face, for today and tomorrow.
HORN develops a deep understanding of each client organization. We identify the most significant capability gaps, precisely define learning objectives, then reverse-engineer training to close those gaps.
Our results are our clients’ tangible business results: measurably improved sales performance!
Success starts with mindset. The mindset to see and capitalize on opportunities; the mindset to build strong client relationships – regardless of channel.
As omnichannel becomes the norm, building the capability of your sales people to conduct influential dialogues across channels has become critical to success.
First it’s seeing the big picture; next it’s identifying issues and finding opportunities; finally it’s creating the breakthrough plan, including optimal omnichannel touchpoints. For most, these skills do not come easily! HORN strategic selling programs hone these skills to improve productivity and accelerate results.
Possessing knowledge of the customer’s business, competitive landscape and marketplace dynamics is essential for salespeople to successfully navigate.
Sales through hospital channel grew 32%
Rose from #4 to #1 recommended brand by physicians
Sales reps are perceived as best-in-industry by key customers
Rose from #7 to #1 ranked manufacturer in overall performance
Number of buying customers increased by 7%
Strong leadership is a key determinant of sales team success. Today’s sales leaders need to set strategic direction, engage the team, coach 1-on-1, and maximize productivity and results … across a range of channels, virtually and in person.
HORN equips sales managers with the required processes, skills, and tools, to effectively lead, manage, coach and support high-performing sales teams.
Our sales management training solutions are ultimately designed to motivate and build the skills of salespeople to deliver top performance and tangible results!
Leadership has never been so challenging; success requires the right mindset and skillsets to create a climate of engagement, productivity and wellbeing.
Seeing the big picture, critically assessing team and business strengths and gaps, and formulating strategically and financially sound business plans are key skills for successful sales managers. Honed planning skills are central to salesforce effectiveness and productivity.
Best-in-class sales managers focus on key performance indicators (KPIs) that measure high-impact activities and results. They follow regular management meeting routines with team members to track, assess progress and course-correct. And they create a culture of accountability to keep everyone focused on results.
Highly-effective sales managers understand the capabilities, motivations and psychological needs of each team member and capitalize on coaching moments to elicit self-discovery, motivation and course-correction. They manage to both empower and drive performance.
88% of managers were complying with new management routines, up 13%
Highest revenue in six years
of salespeople perceived new management practices as building a positive sales culture
Significant increase in use of sales management tools
increase in sales team knowledge acquisition
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