Training For Triumph: Preparing Partner Account Managers For Victory In The Race For B2B Sales

In the dynamic landscape of B2B sales, partner account managers (PAMs) play a pivotal role in securing long-term strategic advantages and driving sustainable revenue growth for both companies and partners. However, far too many companies mistakenly adopt a one-size-fits-all training approach for their sales team and neglect the need for training tailored to the unique responsibilities of a PAM. This report highlights the critical distinctions between the roles of a PAM and a direct sales representative — underscoring the necessity of specialized training for PAMs — and offers recommendations for developing an effective, PAM-specific training program.