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Managing Value
Develop high-impact account plans


	Audience All B-to-B sales professionals, managers, and sales support professionals responsible for leading and managing strategically critical accounts.

Program Benefits
Managing Value, from The Real Learning Company, is an innovative experiential learning program that helps sales professionals, their team members, and their managers create powerful, analytical, action-packed plans to manage major accounts. Managing Value creates awareness of, and skill in applying, the seven best strategic practices that sales professionals can leverage to ensure their account plans produce winning results. After completing Managing Value, salespeople will be able to:

Use a robust set of sales strategy Power Tools to better understand and analyze major accounts
Apply a simple and sophisticated sales account management process
Use a common user-friendly language for assessing, planning, and managing major accounts
Understand the business drivers of managing important sales opportunities
Improve the coaching process with managers
Individually and collectively validate key elements within a major account
Create fluency for implementing the account management process by using Web-based services and learning extensions
Employ a user-friendly reporting system to help with strategy development, executive briefings, and coaching reviews

Program Description
During Managing Value, 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 is comprised of six key elements:

Electronic pre-work: Participants are given criteria for selecting a current sales opportunity and a data collection form for completion before attending the workshop.
Learning Day for Sales Managers: Principles and practices of the program are unveiled, and managers are prepared to coach participants during the workshop and perform post-program account strategy reviews.
The Seven Strategic Practices: In the first activity of the sales professionals’ workshop, participants working in teams leverage learning map technology to experience and problem-solve each of the seven strategic steps as they progress through a typical strategy development cycle.
Application to a Sales Cycle: Participants learn about and use their new account strategy system in the context of a custom sales cycle typical of their business. They learn each of the key areas for capturing account information, conduct analyses, and plan next steps.
Application to Current Accounts: Participants work individually on the accounts they selected in their pre-work, and then in triads, assess their strategy, analysis, and effective use of the new tools and reporting system. Managers again perform the role of coach as needed.
Follow-up Planning: Managers and salespeople create a plan for follow-up that includes strategy review, next steps, and actions required.

Managing Value is designed to create a rapid and sustained performance impact. A critical set of cornerstones form the foundation of program content and a "compass" for guiding the development of skill sets. Participants relate back to these cornerstones as they go through the program. The cornerstones are:

Spend equal time on learning as well as embedding new concepts and approaches
Engage managers in training - supporting process and building skills
Strike a balance between pre-learning, classroom, and field implementation
Strategically customize to reflect the real world and to engage learners
Focus on self-discovery with accelerated learning, not lecture

Implementation/Customization
Managing Value is typically implemented as a one-day workshop for sales professionals with a separate learning day for their managers. A custom case study is created as part of a simulation-based activity to practice coaching the application of new principles and to build knowledge and skill. Managing Value is part of the Real Learning Sales Mastery System suite of integrated products, tools, and processes.

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