ACCOUNT MANAGEMENT


Six Straightforward Steps to Get the Most Out of Your Account Managers


ANITA GREENLAND


Since it’s much more profitable and efficient to sell to existing customers than to find new ones, it’s critical for you to prioritize account management. Whether your organization has a dedicated ac- count management team or your salespeople are in charge of managing their own accounts, the goal is the same.


Luckily, effective account manage- ment doesn’t have to be overly complicated. Just follow these six simple steps to get the most out of your account managers.


36 | MAY 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION. STEP 1:


HIRE THE RIGHT PEOPLE FOR THE POSITION


Every position has a unique set of requirements for success. An account


ANITA GREENLAND


management role takes a high level of organi- zation, strong communication skills, and the ability to col- laborate and in- fluence – among other qualities.


The person you bring onto your team to manage accounts will need to have a natural behavior and com- munication style that matches what your role requires day in and day out. You’ll also want to be sure a candidate is motivated by what the account manager job rewards.


SERGEY NIVENS / SHUTTERSTOCK.COM


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