I am pleased to report that we have now developed a Get to Great Account Management model that covers the following 12 aspects of, naturally, account management:
1. Understanding your Customers - How well do your Account Managers engage with their clients and prospects to understand their business strategy and requirements?
2. Understanding your Capabilities - How well do your Account Managers understand the products and / or services they sell to clients and prospects?
3. Understanding your Competition - How well do your Account Managers understand their competition and therefore their competitive position?
4. Creating Opportunities - How well do your Account Managers proactively create opportunities?
5. Qualifying Opportunities - How well do your Account Managers qualify opportunities throughout the sales process?
6. Developing Win Strategies - How well do your Account Managers develop win strategies (win price, solution and differentiators) and define business value for individual opportunities?
7. Proposing & Presenting - How well do your Account Managers propose / present solutions to clients?
8. Negotiating & Closing - How well do your Account Managers negotiate and close opportunities to maximise revenue, margin and ensure mutually acceptable commercial contracts are in place?
9. Reviewing & Learning - How well do your Account Managers review and learn from the success or otherwise of individual opportunities?
10. Sales Processes - How well do your Account Managers follow the company sales process when creating, developing and closing opportunities?
11. Leadership & Support - What level of leadership and support do Account Managers receive to enable them to maximise their sales performance?
12. Sales Skills & Time - How well do your Account Managers understand the sales process, and do they have the skills and time to contribute?
Like our other models, it allows stakeholders to assess their current position rating and their aspirations against five levels of capability.
If you want to know more please let me know, as nothing is online yet at www.gettogreat.com.
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