B2B Sales Excellence · 4 min read
How to help experienced account executives keep developing
Experienced sellers need challenge, peer learning and work on real deals, not a repeat of the basics.
Senior AEs often switch off in training designed for new starters. Yet experienced sellers can still develop, especially in complex deals, negotiation and commercial conversations with senior buyers.
Work on live opportunities
Use their own deals as the material. Experienced sellers value time spent pressure-testing a real opportunity with skilled peers.
Raise the level of challenge
Focus on senior stakeholder conversations, multi-threading, negotiation through procurement and building a business case the buyer can defend internally.
Use peer learning
Experienced AEs learn a great deal from each other. Structured peer reviews and deal clinics make that learning deliberate.
Offer coaching, not just courses
One-to-one coaching can help an experienced seller work on specific habits, confidence or career goals in a way group training cannot.