An account manager’s responsibility is to establish and maintain positive relationships with clients and represent his or her company in a professional manner.
While meeting their quota is important, truly dedicated account managers strive to reach even higher and maximize sales. Here are four tips for doing so.
1. Prioritize your clients.
One of the most integral parts of success is keeping clients happy. Without some solid rapport, and a certain level of trust, it’s difficult to sustain a quality client base. Because some clients are bigger assets than others, it’s smart to place more of an emphasis on them and prioritize your time accordingly.
Pareto’s 80/20 principle states that 80 percent of sales come from 20 percent of clients and the remaining 20 percent of sales come from 80 percent of customers.
While the exact percentage can vary slightly, understanding this phenomenon can be beneficial when prioritizing your time. Place the majority of your efforts on your top clients, but don’t ignore your other clients.
2. Streamline your operations with CRM software.
Another important aspect of maximizing sales involves making your operations as efficient and professional as possible. Perhaps the best way to do this is to invest in customer relationship management (CRM) software. This software can complete a multitude of tasks that help you stay organized while giving your clients a great experience. Some common features include:
- Appointment setting to ensure that you never over-schedule and can accommodate all clients
- Contact management to conveniently categorize clients and locate their information
- Calendar integration
- Detailed analytics to track your success and understand which adjustments need to be made
3. Set measurable goals.
Making progress is largely contingent upon continually raising the bar and ascending to the next level. Setting goals for yourself and sales reps is often necessary to maximize sales. This might be acquiring a certain number of new clients within a calendar month or making a specific number of dollars in sales from an existing client.
Whatever the goal, you should have a clear way to measure it and a deadline for when it should be reached. This should give you the motivation and inspiration to achieve your other goals.
4. Develop team chemistry.
Because the collaboration between team members can play a big role in success, good account managers and their teams must operate as a cohesive unit. When team members are out of sync and lack communication, your company’s operations can suffer and client needs might not get the attention they deserve. Create an environment where teamwork thrives and a sense of chemistry is achieved.
This can be done by paying close attention to the input of each sales rep. Try to avoid favoritism or anything that could create resentment among team members. Hold periodic meetings to keep everyone on the same page. You may even want to hold activities outside the office so team members can get to know each other on a more personal level.
Although industries and the number of clients will vary, there are some fundamental guidelines that should help all account managers maximize sales. By taking the necessary steps to ensure positive relations with clients, everyone benefits. The clients get the attention they need and will feel valued. At the same time, the account manager is placed in a position to thrive and can gain momentum within the company.