Sales leaders often default to a binary view when stratifying or tiering their customers, leading to the creation of two broad account categories — key accounts and “non-key” accounts. Many times, the “non-key” accounts are further stratified into sub-tiers focusing on different engagement strategies or resourcing models.

Like many in the learning business, it’s likely you’ve spent the past several years adapting your sales enablement approach toward meeting the needs of an increasingly remote and, in some cases, highly distributed workforce. And, while the COVID-19 pandemic challenged each of us to redirect learners to new forms of enablement, it also provided a unique opportunity to view existing training methods in a new light and to reassess what has worked and what hasn’t for our learners.