Developing Account Team skills is a critical element of Performance Methods’ deployment of best practices. How do we ensure that our client’s Virtual Account Teams consistently present “one face” to their customers? Through an innovative/facilitative field training approach, Account Teams create Territory, Opportunity and Account Management plans for actual customer accounts. These interactive workshops help field personnel recognize the value of presenting a consistent, focused message to their customers. The focus of the message is customer value and the Account Team members are united in their approach to alignment, positioning, differentiation and planning.