10 Habits of High Performing Account Managers
Top 10 Account Manager Habits for High-Performance Sales
have you ever wondered why some key account managers are killing it in the salary game while others are just scraping by? Let’s break it down and see what’s up with these high-flyers. It’s not all about schmoozing and handshakes; these folks have some serious game plans they follow.
Here’s the crazy part: most account managers make about $62,092 a year, but the top dogs? They can rake in up to a whopping $401,178! That’s not chump change, account manager we’re talking about; that’s some serious dough (PayScale).
So what’s the secret? It ain’t just about putting in more hours. The high-earners in account and project management also have a playbook they stick to—like a set of killer moves that turn average into exceptional. Want to know how they do it? Stick around as we dive into these ten habits that could potentially put you in the high-earner bracket. Trust me, you don’t want to miss this!
#Habit 1 – Preparation is King (and Queen):
Preparation is King (and Queen)
High-performing account managers (AMs) don’t just show up; they show up prepared. Using technology smartly cuts down their prep time to less than 10 minutes per prospect, allowing them to quickly grasp the essentials about a company and its key players. This isn’t just about skimming the surface. It involves a deep dive into understanding the prospect’s business environment, which is crucial for tailoring communications and offerings.
Utilizing Technology for Strategic Advantage
Top account managers leverage a variety of technological tools to streamline their research and preparation processes. From CRM systems that store critical customer data to AI-assisted tools that provide real-time feedback and suggestions, technology is a game-changer. These tools help AMs not only gather data but also analyze and use it effectively to craft personalized strategies (SBI Growth) (HubSpot Blog).
The Role of AI and Predictive Analytics
AI technologies play a pivotal role by offering personalized insights and enabling predictive analytics. For example, AI can analyze past interactions and predict customer needs, helping AMs to anticipate problems and opportunities. This proactive approach not only saves time but also enhances the quality of interactions with prospects, ensuring that AMs are always a step ahead .
Continuous Learning and Adaptation
The learning never stops for top account managers. They use every interaction as a learning opportunity, continually refining their strategies based on new data. Tools like AI chatbots can observe and analyze sales conversations in real-time, providing insights that help AMs adapt their approaches. This ongoing cycle of preparation, interaction, and adaptation is what sets high-performing AMs apart (SBI Growth).
By embedding these technologies into their daily routines, high-performing account managers ensure that they are not only well-prepared but also dynamic in their approach to customer satisfaction, ready to tackle the ever-evolving challenges.
#Habit 2 – Uncover the Real Need
Digging Deep – It’s Not Just Chit-Chat
Alright, listen up! When top account managers jump on a call, they’re not just shooting the breeze. They’re like detectives on a mission, diving deep into the murky waters of what the client actually needs—not just what they say they need. It’s like peeling an onion, layer by layer, getting to the core of the real juicy stuff.
The Real Talk of Calls
Imagine you’re on a call, right? It’s not about hammering through a script. It’s about sparking a conversation that gets them spilling the tea on what’s actually bugging them at work. You gotta ask those questions that make them think, vent, and reveal the big picture stuff they’re dealing with (Revenue Reveal) (HubSpot Blog).
Listen Like You Mean It
And here’s where you gotta tune in like you’re listening to the hottest gossip—because you kinda are. When they’re talking, it’s your cue to catch what’s said and what’s unsaid. The pauses, the sighs, the ‘umm’s and ‘ahh’s—that’s where the gold hides. This part? It’s crucial. It’s what separates the rookies from the real deal (Showell) (Revenue Reveal).
From Chit-Chat to Strategy
Once you’ve gathered all that intel, it’s showtime. You gotta reflect back their own words but with a twist—showing how your stuff, your services, can make their life easier. It’s like saying, “Hey, remember that headache you mentioned? I’ve got the perfect aspirin.” Make the connection crystal clear, so it clicks right away (Clari) (Revenue Reveal).
That’s how you turn a plain old sales call into a goldmine of opportunities. It’s not just about selling; it’s about solving their puzzles in a way that makes you the hero of their story.
#Habit 3 – Be Adaptable, Not Rigid:
Flip the Script When Needed
Sticking to your guns every time is like wearing flip-flops in a snowstorm—it just doesn’t work. Top account managers get this. They’re like DJs at a party; when the crowd isn’t feeling the vibe, they switch the track. It’s all about staying light on your feet and changing up your pitch when the usual spiel isn’t cutting it.
Rolling with the Punches
Here’s the deal: Every chat you have is live. There’s no pause or rewind. So, if the convo starts veering off script, you gotta steer it right without missing a beat. It’s like playing improv jazz—sometimes, you gotta hit those unexpected notes to keep the groove going (Freedom To Ascend) (vablet).
Why Being a Chameleon Rocks
Flexing with the flow isn’t just slick, it’s essential. Markets change, clients throw curveballs, and if you can’t pivot, you’re out. Being adaptable means you keep the talks productive, dodge those deal-breakers, and keep your clients nodding along. That’s how you turn maybes into hell-yeahs (vablet).
How to Crush It with Adaptability
Wanna get better at this game? Start by actually listening—like, really tuning in. Not just waiting for your turn to talk. Throw in some role-play in your practice sessions to sharpen those quick-change communication skills. And keep stacking up knowledge on your products, your clients, and the freshest sales tactics (Freedom To Ascend).
Being adaptable isn’t just about shifting gears; it’s about knowing when to speed up or slow down to keep your client engaged and on track to close that deal.
#Habit 4 – Guide and Control the Process:
Think of yourself as the guide on the wildest jungle safari—your job? Making sure your crew (a.k.a. your clients) navigates through the sales jungle like pros. You’re there to make sure no one gets lost looking at monkeys; instead, you keep them focused on the path to that big, beautiful waterfall at the end (a.k.a. closing the deal).
Keeping It Clear
Communication is your GPS here. You gotta be clear and sharp. Break things down like you’re explaining the rules of beer pong—simple, direct, and with a hint of fun. It’s all about showing the value of each step, like pointing out cool spots on a hike. And it’s not just about talking; it’s active listening, about making sure they really get it.
Don’t Ghost, Follow-Up
Now, this is crucial: follow-ups are your bread and butter. You wouldn’t bail on your buddy who’s waiting to grab beers, right? Same deal here. Set those next meetings like you plan your nights out—regularly and with purpose. Each call or email should push them closer to signing on the dotted line.
Seal the Deal with Style
Wrapping up ain’t just about getting them to sign and bounce. Nah, you wanna set up the vibe for the next round. Make sure they know you’re in it for the long haul, ready to help them climb even bigger mountains in the future.
Being the guide means more than just leading multiple clients along the way; it’s about being so damn good at it that they can’t imagine the journey without you. Keep it real, keep it engaging, and keep those follow-ups tight. That’s how you turn prospects into partners.
#Habit 5 – Proactive is the New Keyword:
Don’t Just React—Attack!
Yo, listen up! In the sales game, waiting around for stuff to happen is like waiting for a text back after a first date—it might never come. Top account managers? They don’t wait; they make moves. They’re the ones sending that first message, setting the vibe, and keeping the momentum.
Insight-Driven Hustle
Here’s where it gets real: Proactive ain’t just about being quick; it’s about being smart. Top account managers use insights like secret weapons. They know their client’s business inside out—not just the basics. They dig into data, track trends, and even scope out what competitors are up to. This isn’t about guessing; it’s about knowing exactly what move to make before the client even knows they need it.
Make Moves, Not Excuses
Let’s break it down: If you’ve got an insight that a client’s main competitor is doubling down on digital ads, what do you do? You hit that client up with a tailored strategy that puts them ahead. No waiting for the quarterly review, no “we’ll see.” You bring the heat with ideas that show your client satisfaction you’re two steps ahead.
Keep the Ball Rolling
And it doesn’t stop with one email. Proactive account management means you’re always on the move, setting up the next call, the next meet, the next big idea. It’s about keeping that energy high and the deals flowing. Each interaction builds up to the big win, and there’s no downtime. You’re not just keeping up; you’re setting the pace.
Being proactive? It’s about more than just getting things done. It’s about leading the charge with confidence, armed with insights that make every move a power play. So, when you think proactive, don’t just think fast—think forward.
#Habit 6 – Give and Take Creates a Win-Win:
When a prospect asks for something, top AMs see it as a chance to build value. Don’t be afraid to offer assistance, but identify what you get in return. This could be securing a follow-up meeting, a clear decision timeline, or an introduction to a key account decision-maker.
#Habit 7 – Prospecting is a Continuous Journey:
Top performers understand that a steady stream of new leads is vital. They don’t rely solely on others for opportunities; they actively source a significant portion of their own business. Networking and strong relationships, not just cold emails, is key to maintaining a hunter mentality and keeping your pipeline full.
#Habit 8 – Avoid the Time-Sucking Black Hole:
Time is a precious resource. High performers can identify prospects who request excessive customization as potential time drains. Engagement doesn’t always translate to a closed deal, so learn to walk away from situations that threaten to consume valuable resources.
#Habit 9 – Nurturing Relationships is Key:
A great meeting doesn’t guarantee a sale. Top AMs understand the importance of staying top-of-mind. Regular communication, at least once a week, keeps key customers and prospects engaged and reminds them of the value you offer.
#Habit 10 – Pick Up the Phone!
Don’t hide behind email! High performers prioritize phone calls. By picking up the phone, you can expedite communication, build stronger client relationships, and gain a clearer understanding of the prospect’s position.
By mastering these ten habits, you’ll transform yourself from an average Account Manager into a top-performing sales professional, well on your way to achieving that coveted $500k+ annual income mark. Remember, success in sales is built on a foundation of preparation, adaptability, and a relentless pursuit of both personal and customer value.
