| The average sales person typically spends their | | | | those sales people who come equipped with a solid, |
| career wondering why they haven't gotten certain | | | | industry pertinent book of business and a good |
| promotions, why their salary is low, why their boss | | | | reputation. Moreover, these types of sales |
| does not see value in them and some other non | | | | representatives are more prone from hoping from |
| pleasantries of the sales world. Don't get me wrong, | | | | industry to industry and, thus lowering their value on |
| on the surface, these salesmen / saleswomen are | | | | the open job market. |
| nice people and are pleasant to deal with. However, | | | | I would not disagree that account management can |
| that is only on the surface; you only get a glimpse of | | | | be tricky as you have to juggle new business |
| the real professional after the contract is signed. | | | | acquisition while maintaining current accounts. Also, |
| What the mediocre sales professional fails to do is to | | | | most companies, unless you are very high-up in the |
| think long term; this is their indisputable number one | | | | organization, do not provide you with a dedicated |
| blockade to account management success. | | | | account manager / administrative representative. |
| Instead, they are comparable to the Mike Tysons of | | | | Therefore, you have to be exceedingly organized. |
| sales and account management. They want one | | | | Now, some people favor a CRM system (customer |
| knockout punch; then they want the fight to be | | | | relationship management software) while others are |
| over. Well, this method worked well for Tyson until | | | | quite old-school and prefer a pad of paper and a pen. |
| he met Buster Douglas, Evander Holyfield, Lennox | | | | Although I am still relatively young, I opted not to by |
| Lewis, Danny Williams and Kevin McBride. | | | | a CRM system for our office as I find them to be |
| Comparative to that of Mike Tyson, the mediocre | | | | too formal and if the sales representatives are truly |
| sales representatives and account managers make a | | | | working as a team, a basic software is not going to |
| sale and following the obtainment of the commission | | | | make a difference either way. |
| check, they vanish on the customer. Owning my own | | | | While new business acquisition will pay the bills and is |
| company, I can easily relate to this as we have had | | | | extremely important, as an account executive, you |
| our fair share of poor vendors whom we paid a lot | | | | must be aware that people have certain |
| to only to see mediocre results. On the surface, they | | | | expectations after purchasing a product. Though, the |
| were great people and instilled confidence in you | | | | good aspect of some clients is that they will set |
| (though, I always am too trusting), then once the | | | | forth clear account management expectations |
| check cleared, they become unresponsive and gave | | | | following their purchase. Knowing the client's goals for |
| us the perception that they no longer cared. | | | | after purchase management will allow you to meet |
| Now, the "vanishing act" as I refer to it will never | | | | them and if you do, you will reap the benefits. You |
| make a sales person successful. The first reason why | | | | may not see increased business today or even |
| is that they will cease to obtain any repeat business | | | | tomorrow. Regardless, practice good account |
| or recommendations. These days, cold-calling is nearly | | | | management enough and you will work your way up |
| dead and industry contacts are king. Companies are | | | | the sales ladder and be where you strive to be |
| willing to pay premium compensation packages for | | | | professionally. |