Are your Account Managers (AMs) equipped for success in today's complex sales landscape?
Account management has evolved, and so should their training.
Account Managers are vital players in growing and retaining revenue from existing customers. Unlike traditional sales reps focused on hunting new business, Account Managers are tasked with farming and cultivating current accounts to uncover expansion opportunities.
However, many organizations still treat Account Managers like any other salesperson – with quotas, territories, and a mandate to aggressively sell. This outdated approach sets Account Managers up for failure, given how much the buying environment has changed. With more stakeholders involved and sky-high buyer expectations, a more consultative, customer-centric mindset is required.
Account managers need specialized training to adopt an Other-Centered® perspective and execute the unique objectives of their role. The Other-Centered mindset focuses on deeply understanding the customer's needs, challenges, and goals rather than taking a sales quota-driven approach. It enables Account Managers to build trust and strengthen relationships.
And that is what AM training desperately needs.