Effective account managers know that charm isn’t enough to deliver sales growth - customers are under constant pressure to cut costs, reduce the number of suppliers and get more for less.

Account teams that struggle with slowing sales or suffer from shrinking profit margins often look for quick fixes. But band-aid solutions often fail to achieve results. So how do account managers increase sales while keeping their customers smiling?

Getting Results
Instead of shooting from the hip, successful account teams create a comprehensive strategic plan for each account and leverage information about a client’s internal network, budget process, and ongoing corporate strategy to develop a set of offerings that maximize customer value.

Of course, this is easier said than done – it’s not uncommon to face resistance from account managers who are reluctant to change. But teams that do succeed in creating a structured and strategy-driven approach to account management will not only be able to improve performance, but will also be able to develop stronger relationships with clients who appreciate (and reward) suppliers that can offer a consistent, value-oriented approach.

Embedding Solutions
Results oriented account teams are those that have both an effective account strategy and are able to embed that strategy into every call, project meeting and presentation. Xmonic’s technology solutions along with its expert Consulting, Training, Coaching, and Monitoring services help teams to create a systemized and collaborative approach to account growth and profit maximization.

To learn more about our solutions contact us directly or click on the links below to learn more.