Account Managers play a pivotal role in revenue generation and client satisfaction and yet, only 8% of sales leaders believe their account management teams are very successful.
Here are some 10 tips for building and managing a successful account management team:
Align Roles and Goals: Ensure Account Managers’ roles and responsibilities align with your long-term organizational objectives. The job description should mirror the reality.
Cultivate Diversity and Collaboration: Build a diverse team with complementary strengths and experiences. Foster a culture that prioritises collaboration and customer-centricity.
Matching Accounts to AMs: Assign the right Account Managers to the right accounts based on their skills and expertise.
Leadership for Team Success: Provide strong leadership focused on the team’s overall success rather than individual goals.
Empowerment: Create a strategic plan and empower your team to execute.
Adapt: Regularly review team structures, processes, and procedures, adapting them as needed.
Communication and Support: Ensure the entire organization is aware of the AM team’s goals and strategies. Encourage support from all departments.
Training: Review training needs, and support upskilling where necessary.
Tools: Ensure the team has tools that enable their success.
Feedback: Seek feedback at every opportunity. Account Managers are best placed to identify growth inhibitors and have valuable ideas to address them.