Sales Skills

🤔 How do you develop your commercial teams from winning new opportunities to strategically managing accounts?

🧐 Here’s a few thoughts from some sales training I delivered to an international sales team this morning on account management.

📊 As businesses mature and move beyond winning new clients, they realise the importance of properly “account managing” their customers - looking beyond an opportunity to the totality of a customer and how to build a sustainable, healthy and growing business relationship.

There is obviously lots involved in account management - it’s an important sales skill - today I focused on:

🎯Partnerships: how much value can you create through uniqueness, integration & trust?

🎯Performance: how does your solution perform & what’s the impact on their KPIs?

🎯 Stakeholders: mapping them to understand their perception & influence?

🎯 So what - delving into real customers and working out what actions can be taken in each of these areas to grow.

❓How mature is “account management” in your sales team?

💯 Wishing all those account managers out there a successful end to the year closing those final deals and good luck with your 2025 plans.