Account handlers don't receive adequate training in how to grow business. Discuss.

Note the word 'adequate'.I should say that many agency Account Managers and Account Directors do in fact receive training but rarely comprehensive training in how to grow business.Many would benefit from a process to help them identify business opportunities and cross-sell products.'Growing accounts' is included as a job requirement in most job postings as it's a key skill needed for the job. Here are three excerpts from recent job ads:

Agency Account Manager - £29k plus benefits (brandrepublic.com)

- Focus on growing and developing both the business and the client relationship with support from senior team

Account Director - £40 to £45k (Marketing Week)

- You will have a real drive to succeed in your role but also to develop the agency by winning new business and growing accounts.

Agency Account Manager - £35k plus commission (totaljobs.com)

- Success in winning new clients and building a client base Yet how often is 'growing business' taught?Or maybe you think the skill of growing business cannot be taught and comes down to personality, persistence and luck?From a recent straw poll of 20 account handlers (from junior to senior), only 6 had ever received any training in how to grow business and out of those 6 only 1 still used the business development technique that was originally taught. A small sample admittedly but it probably is reflective of the industry generally.If you believe that growing business should be something every Account Manager should have access to then go to this link where you can sign up for some FREE training in how to grow business.Please leave a comment in the box below I'd love to hear whether you think account handlers receive enough training?