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Account Management
Sales and Customer Service is not a game of numbers it is not about handling objections, or negotiating, or quick and witty lines. Sales is account management winning communications, winning trust and winning repeat business from old and new accounts.
Traditional account management includes tracking name, address, phone number, but the best account management is done by reps focused on potential, probability and commitment.
-Potential tracks the dollar amount and product mix, knowing what might sell and how much may sell guides management to make the best decisions when it comes to scaling up or down, inventories, or service levels
-Probability tracks the propensity to buy not just based on gut feel but by sale stage, and weights it by the reps track record to automatically adjust over pessimistic or optimistic forecasts
-Commitment guides a rep to ask for, receive and track commitments made by the prospect and buyer, encouraging win win progress with every sales contact.
Account management combines sales with customer service. Account management professionals work with clients to ensure they’re getting the most out of the products and services they buy and to persuade clients to continue to do business and grow it over time.
Account management gives you a global view. Effective account management lets you see in one place everyone who is involved with a sales opportunity regardless of whether they are with the company or not. This includes Company Contacts, Internal people, Vendors, Partners, Consultants, and even competitors.
Effective account management also gives you a clear view of company relationships and associations, including holding company, parent company, subsidiary, division and related. This gives you the ability to coordinate and complete the most complex strategic sales.
Better service equals higher sales, knowing what issues a client is having or may have allows you to be proactive and gain their trust. Image in one place having access to the latest numbers from accounting, including order history, YTD, and any important billing or credit issues allow you to serve the customer faster and more accurately.
Information and knowledge sharing among account team members, enables seamless support of accounts and prospects by colleagues with less frequent account interaction. Account Management enhances sales efficiency and customer relationships, reduces communication cycle times and sales costs, capturing all valuable communications. By providing coordinated, collective, and a centralized view. Every account touch point in an organization can deliver a consistent level of service. Each team member can speak with one voice, united and clear.
Visibility is important when it comes to sales and revenue forecasts for the rep, manager and executive level, powerful account management processes and tools, like automated assignment and reporting are available directly from us.
The top soft skills of account management are
Automate all repetitive work
Consider the other persons side
Communicate clearly the first time
Organize daily to increase productivity
Unique customers require your attention
New accounts must be made to feel special
Think before you speak to make a great impression
Listen, in sales account management he who loves to listen wins
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