Being A Great Account Manager

Being A Great Account Manager!

What makes a “great” Account Manager?

Have things really changed that much?

Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI?

The answer to that question is of course yes it has.

But a better question is, has the core skills you need to be a great Account Manager changed much over time?

My answer to this questions is no and it has not as much as you would have imagined. The tactics might have changed but the things that make you great have not.

Why do I say that, well I go back to those things I did during my 30 years in B2B sales roles and match them up with the things I do today.

Consider how effective you are in these seven “Be’s”:

Be present

Be present even when there isn’t a deal on the table. If you only show up when there is a need what message are you sending. They don’t really care how much you know, they want to know how much you care.

Be real

I can tell you from my years of experience that if you are acting genuine and sincere it will show.  Business is all about relationships and authentic relationships.

Be responsive

Provide answers within a timely manner or respond within the business day because if you don’t you are showing your client that they just aren’t that important.

Be informed

It’s your job to know everything about your client.  This means reading the annual shareholder letter from the CEO, news about the company, financial health etc.

Be knowledgeable

Your job as an Account  Manager is to know your customer well enough to identify real opportunities.  This knowledge allows you to focus on qualifying each lead or prospect.

Be a storyteller

Facts tell and stories sell, have you heard this  before? The more stories we learn from our existing clients the more value we are to our clients.  People relate to and remember stories.

Be respectful

Treat your clients and customers how you want to be sold to.  If it ever feels wrong or uncomfortable your best bet is to search for an alternative way that feels good for both parties.

How effective you are in these seven areas and focusing on them will help you on your journey to become a great Account Manager.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts.

Missing Your Quota? Then Up Your Call Rate

8 tips to get you past the Gatekeeper

Take control of your Sales Pipeline

When is the best time to make a Sales call?

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Steve Knapp Sales-14

Missing Your Quota? Then Up Your Call Rate

Making that One Extra Sales Call

Recently I made a video post on LinkedIn about doing an extra sales call a day to smash your targets and get your bonus. 

What quickly developed was an excellent thread with some great debate and expert insights about Quality vs Quantity, so I’ve made this article to summarise the thread and make it a takeaway that you’ll be able to digest!

The Sales Call Battle Between Quality vs Quantity?

This was the immediate and main point of discussion – it’s clear that simply picking up the phone one extra time just for the sake of it to meet a quantifiable metric is not going to get you the same results. 

Some key takeaways from this section of the debate:

  • It is better to have 5 quality sales calls than 10 average ones.
  • To that end, if you find you or your staff are making TOO MANY calls, (which might be apparent if a high percentage of your calls aren’t converting) then it might be worth exchanging a couple of these calls and dedicating the time to doing pre-call planning and post-call reports. 
  • If you already possess the quality element though, there are always things you can do to make time for an extra call.

Is the Culture & Mindset set to do more Sales Calls?

Culture is basically the plural of mindset, so these are interchangeable and applicable, whether it’s you who makes your own sales calls or your sales team. If you don’t have the right sales culture in your company, this can often supersede the issues of how many calls you’re making. So it’s crucial to get this right. 

Is one more sales call the answer to beating quota?

Two comments which gave some good insight :

  • It’s about having a good mindset, selling with purpose, not just because you feel like you should be making a call or have to fulfil a quota.If you do have a sales team, are you certain that this is how they feel about their role?
  • Often the extra time to make these calls falls towards the end of the working day, when your prospects are too focused on getting out of the office and going back home.Is there a way to restructure your day around your time-critical sales calls?

A top-tip for finding that extra sales call to make. 

Don’t be afraid to reach into the past for that one extra call. People whom you’ve had previous engagement with may take less time to prepare for and also be more likely to buy. 

And finally…

‘The difference of Ordinary and Extraordinary is the word “Extra”… Just one extra call in a day, or even one extra call in a month can take you to Extraordinary results. Sometimes it is not the BIG thing that matters, just one little extra, one small extra push…’ – Irfan Fauzie

Thanks to Irfan for that contribution, which sums up the spirit of my post exquisitely. 

Special thanks to everyone who contributed to this discussion and my mission to #ElevateEverywhere.

 

P.S. Check out the FREE downloadable 1 page summary on my website on how to improve the quality of your Sales Calls.

Once you’ve clicked the link, you will find the toolkits available at the bottom of the page.

 http://steveknappsales.com/services/sales-execution/

 

If you enjoyed this article please leave a COMMENT, click LIKE and click SHARE to share it with your network.

 

Please also take some time to read some of my other recent posts.

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

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