Are you or someone you know eager to excel in an Account Management (AM) role? Our Transition to Account Management Coaching Program is designed to support individuals like you every step of the way! With a focus on flexibility and practicality, our program offers a comprehensive learning experience that fits seamlessly into your busy schedule. … Read More
Sharon Stanley Consulting
Are Account Management KPIs Essential? If So, How Do You Set The Right Ones?
Are account management Key Performance Indicators (KPIs) truly necessary? The spoiler is in the title – the unequivocal answer is yes. They serve a dual purpose – for you to measure success and for your account managers to have a clear sense of purpose and direction. The caveat, though, lies in ensuring that these KPIs … Read More
Investing in a CRM: Is It Right for Your Business?
I’m often asked by businesses whether a Customer Relationship Management (CRM) tool is necessary, and my answer, nine times out of ten, is a resounding yes. If you’re a business that relies on long term client relationships, then a CRM is not just beneficial; it’s essential. Here are 8 things to consider when making the … Read More
Navigating Change with Clients: Paving the Way through Conversations
In both business and our personal lives change is a constant presence and how we manage change is crucial in charting our path forward. Change broadly falls into two categories: intentional changes we seek and changes we must undergo. Intentional changes are proactive decisions driven by individuals or organisations, borne out of aspirations for improvement, … Read More
Are You Maximising Your Account Management Potential? The Lowdown on Client Tiering
One of the commonly asked questions in account management is whether to tier (or group) clients. In most cases, the answer is yes. Here’s why. Effective time and resource management: By tiering your clients, you can optimise the time and effort of your account managers. Prioritising high-value clients who contribute significantly to your business or … Read More
5 Warning Signs Your Account Management Function is Failing: Is Your Business at Risk?
In the dynamic landscape of business, a robust account management (customer success) function plays a pivotal role in ensuring client satisfaction and fostering loyalty. However, it’s crucial to be aware of five undeniable warning signs that your current account management approach may be falling short. 1. Declining customer satisfaction If you notice a decrease in … Read More
I have a sales team; do I really need account managers too?
So, you’re wondering whether you need an account management team when you already have a sales team? The answer is yes – if you are a business that sells products or services to other businesses and relies on long-term customer relationships. Then account management is essential for success. Sales teams are primarily focused on acquiring new … Read More
Revisiting Fundamentals: What is Account Management?
As a business owner/leader you’ll be no stranger to the importance of sales – it’s what brings in revenue and drives growth. However, there’s another aspect of business that shouldn’t be overlooked either – account management. In fact, good account management can be the difference between a one-time sale and a lifelong client. So, what … Read More
New Coaching Program – Transition to Account Management
New Year, new goals – for your clients. Add this to your to-do list.
It’s January. Do you hear that sound? It’s the New Year chorus, a two-word refrain, ‘Goal Setting.’ Don’t get me wrong, I’m a big fan of setting goals, it’s something I coach my clients on and pursue myself. And I’ve written a few posts on the subject of setting and achieving goals in the past. … Read More