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Sales and Account Management Academy

Sales and account management training tailored to your organization’s needs.

The Vantage Sales and Account Management Academy is an integrated and highly flexible way to enhance skills that deliver competitive advantage. We tailor our proprietary frameworks and tools to your organization’s needs and existing sales processes. We continually assess progress and measure business impact to maximize learning ROI.

Just-in-time microlearning weaves professional development into participants' busy schedules. Instead of taking executives away from their work to learn, Vantage's Sales and Account Management Academy helps them immediately apply strategies and skills to accomplish their work in new and innovative ways.

Illustrative Sales and Account Management Academy Curriculum

No two businesses are the same—their sales and account management training shouldn't be either. Vantage will build a custom, strategic account management course tailored specifically to your organization's needs.


  • Customer Negotiation: Strategies and Skills
  • Influence, Persuasion, and Stakeholder Management
  • Building Sustainable Customer Relationships
  • Needs-Based Value Selling
  • Selling to the C-Suite
  • Hybrid and Virtual Selling and Customer Engagement

People Acumen

  • Becoming a Trusted Advisor
  • Emotional Intelligence for Sales
  • Difficult Customer Conversations
  • Structured Communication
  • Executive Presence for Sales
  • Extraordinary Customer Presentations and Pitches

Business Acumen

  • Building Your Account Leadership Brand
  • Data and Analytics-Driven Storytelling
  • Leading Change and Transformation
  • Sales Leadership and Coaching
  • Business Territory and Planning for Sales
  • Strategic Thinking for Sales


Client Impact


Vantage built a comprehensive sales and account management academy for a large pharma’s 250-member account management group. The account management academy is comprised of numerous courses focused on building customer engagement and other soft skills. It includes courses such as Building Your Account Leadership Brand, Influence and Stakeholder Management, Negotiation, Difficult Customer Conversations, Executive Engagement, and Strategic Thinking. Each course is open enrollment; leaders nominate their people to take courses in accordance with their individual development plans. Account managers also can self-select courses to build their competencies and further their performance and professional development. 

Vantage undertook a comprehensive reevaluation and assessment of a global Fortune 20 medical device company’s sales model. The assessment identified a need for significant competency development in areas of customer negotiation, competitive selling, virtual customer engagement, and strategic sales and accountterritory business planning. Vantage worked closely with its client to develop a core team of 20 trainers trained in Vantage’s methodology and frameworks in these critical competency areas. After building out advanced selling skills courses in these areas, the client’s trainers have rolled out programs to the sales force globally, to be delivered, in the course of a multi-year effort, to all 12,000 representatives. 

To support a global pharmaceutical services company’s strategic goal—to be differentiated on the basis of excellence in customer service—Vantage designed and led a customer-centricity transformation initiative involving dozens of virtual training sessions for over 1000 individuals across executive leadership, sales, project management, and operations. This program reached not only the professionals who touch customers daily, but those working in factories and laboratories in support of customers, in order to build an overall customer-first mindset. The highly scenario-based program enabled participants to wrestle with difficult customer situations and align on the best responses when tradeoffs are required. The program created a vision and common mindset for working with customers across international sites from Australia and China to Europe and North America.

With margins squeezed by fierce competition and increasingly powerful procurement organizations, a global cardiovascular leader engaged Vantage to help it fundamentally shift the way its sales organization approached customer negotiations. Salespeople needed to negotiate for value—to develop cross-divisional solutions, craft more creative contract terms, handle tough tactics from counterparts, and align and sell to hospital administration, procurement, and clinical personnel. After conducting a negotiation capability diagnostic assessment with a cross-section of sales managers, Vantage rolled out a customized “negotiation toolbox” for sales teams, integrated with the sales process, and a series of intensive, 2-day negotiation training workshops for the entire salesforce, customized for VP-level, through key account managers, to sales representatives. These workshops (and follow-up training) instilled a common negotiation vocabulary and toolset, a collaborative mindset, and new culture focused on long-term contracts with customers that create significant value for both sides. Subsequent Vantage trainings for non-client facing functions further cemented the new negotiation, communication, and collaboration practices into their culture.

Strategic Sales and Account Management Training

Global Learning. Local Instructors.

Wherever your sales executives and strategic account managers need to learn, Vantage training teams are there, ready to deliver.

20 languages

50+ countries

19,000+ people trained annually


96% say our facilitators are ‘knowledgeable and comfortable teaching the subject matter’


95% would recommend Vantage training to a colleague

Vantage Map V2

Targeted Outcomes. Tailored Learning Journeys. A Tracked Learning Approach.

Vantage’s training approach begins with your business goals. We test proficiency against targeted competencies, identify skills gaps, and then integrate select modules into learning journeys to close those gaps. Vantage also offers options to align with SAMA-sanctioned certification.

Feedback From Our Participants

The Vantage education is like ‘Wow … I’ve been struggling with this. Now I see it completely differently.’

— Sales Executive, Strategic Accounts Group, Scientific Instrument Manufacturer

Engaging instructors with deep knowledge of our business, enabling meaningful examples and activities to apply to our day-to-day situations.


— Sales Executive, Financial Technology Company

I’ve been through dozens of trainings over the years and Vantage’s was by far the most effective.


— Strategic Account Manager, Global Pharmaceutical Company

    Contact a Member of our Sales and Account Management Academy Team

    We look forward to learning how our Academy can meet your organization's needs.