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ARE YOU A HIGH PERFORMING RESULTS ORIENTED ACCOUNT MANAGER OR ACCOUNT DEVELOPMENT PROFESSIONAL? TAKE THE TEST...
Are you a Results Oriented Account Developer or Account Manager?
Over the years I’ve noticed that the most effective account managers have consciously or unconsciously developed a proactive strategy that tactfully and creatively gives key clients a reason to discuss additional expanded solutions with them on an ongoing basis without upsetting the “apple cart” in terms of management and retention of existing business and relationships.
Here are a number of key questions that you can use to assess yourself or if you are a manager to develop an ongoing coaching plan for each member of your account management team. This will help you and them to achieve the level you need to perform at, in order to be successful in your company’s sales environment and meet and exceed account management and development objectives.
Put a tick by the side of each statement if you think it accurately reflects your performance in terms of account development and growing existing business.
Mindset
Have you identified your top 5-10 key accounts for up selling expanded solutions?
Have you set aside time in your busy account management schedule for the specific purpose of up selling into your key accounts?
Do you have a clear criteria for determining which accounts/individual clients have the potential to be key accounts?
Have you identified up selling opportunities and information gaps in your key account relationships?
Networking Accounts
Have you planned to or are you in the process of leveraging the help of an influential contact(s) to drive your account development strategy?
Are you leveraging the law of reciprocity (FREE) to drive your account development strategy?
Have you developed a robust date driven action plan driven by identified up selling opportunities and information gaps?
Have you developed a call plan based on the information derived from date driven account action plan?
Do you know how you will kick start a series of extended conversations about expanding solutions within your key or new contacts in your key accounts with a view to closing more business?
Do you generate introductions/referrals from your existing client relationship?
Do you have a client centred, tactful, proactive referral generation strategy in place?
Do you have a systematic approach to monitoring your up sales activity by actively and realistically managing the probability of up sell prospects turning into new business and forecasting accordingly?
Do you regularly meet and exceed your account development sales targets and retention objectives?
Do you defend successfully retain your margins on all new deals within your existing accounts?
Competition
Do you have a simple client retention strategy in place for each of your key clients?
Do you have a system for fending off the competition?
Do you understand and know your competition’s strengths, weaknesses and vulnerabilities as the relate to specific up-sell opportunities you have at the moment?
Your Account/Client Development Test Score and What It Means
Count the number of your “Yes” answers and see below. As you can see, the four account development profiles yield a total score of 23 out of 23. How do you score? Count the number of your “yes” answers and see below.
If you score between 21 and 23 on the checklist. You’re an above average, high performer. Level One Performer.
If you score between 15 and 20 on the checklist you are very likely to be a midlevel performer. Level Two Performer.
You’re a “Steady Eddy” but vulnerable due to major dips in account development performance resulting from up-sales inconsistency. Whilst you tend to hit target it’s never without a struggle! A few small changes would see you achieve exponential sales growth and shoot up to a level 1 performer and beyond Use this link to get the tools to accelerate your performance and take you to the next level >
If you score between 0 and 14 on the questionnaire you need major improvement and are a low level performer. Level Three Performer.
You may be getting by in your business or as part of a sales team now but you’re in the last chance saloon and punching way below your weight. The good news is that you could easily double your performance over the next 30-90 days. Click here to find out how >
Do you or your team want to close more sales and develop more business from existing clients? Would you like to strengthen and increase your relationships within your key accounts? Do you want to generate more client referrals? Want to maximise your up sell and cross sales effectiveness?
Contact Buki by calling 0207 727 7076 or use the following online application.
Discover a simple and reliable step by step, easy to follow, customisable account development system that is guaranteed to expand your key relationships, increase your share of clients’ spends and increase your sales
“I have used Buki Mosaku a number of times over the last few years; both for one-on-one coaching and for group training sessions. On each occasion I have found him to be highly effective and to have met and exceeded the objectives we agreed with him.
I am happy to say that Buki has not only significantly improved the results I have achieved whilst working with him, but helped me (and my team) develop skills that can be used time and again, in all walks of life, to achieve the results that we want”.
Matt Surfleet, Head of Account Management
Financial Express
