This is a serious time as your role is being redefined in the marketplace. Our surveys show you are likely being asked to grow your accounts’ revenue at a rate greater than the industry growth rate. It may feel like there isn’t enough demand in your accounts to achieve your revenue goals even if you could keep out the competition, which is a big ask. Plus, there is rarely enough support from Marketing or Inside Sales to provide adequate qualified leads for new sales discussions. So, what do you do?
Account Management needs to migrate to Account Leadership – where Key Account Managers create an account vision that brings a new level of value to the customers’ business. Sales professionals need to be able to create demand by selling differently. Customers want salespeople to provide industry best practices as a thought leader. They are willing to pay for the added value of good advice, keen insights, or a catalyst for change within their organization.