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What are the best practices for transitioning from a sales role to an account management role?

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If you have been successful in a sales role, you might be wondering how to transition to an account management role. Account managers are responsible for building long-term relationships with existing clients, ensuring their satisfaction, retention, and growth. While sales and account management share some skills, such as communication, negotiation, and problem-solving, they also require different mindsets, strategies, and tools. In this article, we will explore some of the best practices for transitioning from a sales role to an account management role.

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Vivian Ng

1 Assess your strengths and gaps

Before you apply for an account management role, you should assess your current skills and identify any areas that need improvement. For example, you might be great at closing deals, but not so good at managing contracts, renewals, or upsells. You might also need to learn more about the specific industry, product, or service that you will be managing. A good way to assess your strengths and gaps is to ask for feedback from your sales manager, colleagues, or clients. You can also look at the job description and requirements of the account management role and compare them with your resume and portfolio.

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Vivian Ng
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Account management is about building relationship, trust and be ready to help your customers. People buy from people they like, trust, and know. Focus on building trust and broaden the relationships. We used to sit at the customer's cafeterias, one a month just to meet people and say 'Hi' when we have the regular scheduled visits.

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2 Build your network and reputation

Another important step for transitioning from a sales role to an account management role is to build your network and reputation within your organization and with your clients. You should aim to establish yourself as a trusted advisor, a reliable partner, and a valuable resource for your clients. You can do this by delivering on your promises, exceeding expectations, providing relevant insights, and adding value to your interactions. You should also network with other account managers, sales leaders, and key stakeholders in your organization. You can learn from their experiences, get referrals, and showcase your achievements.

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Vivian Ng
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Create memorable relationships with customers. Find out what are they needing help and try to help in whatever way possible if you can. People always remember those who helped them succeed or save them from a big failure. Account Management and sales are connecting with people's emotion.

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3 Adapt your communication style and tools

As an account manager, you will need to communicate with your clients in a different way than as a salesperson. You will need to shift from a transactional to a relational approach, from selling to consulting, and from pitching to listening. You will also need to use different tools and platforms to communicate with your clients, such as CRM systems, email marketing, social media, webinars, and surveys. You should familiarize yourself with these tools and learn how to use them effectively. You should also tailor your communication style and frequency to each client's preferences and needs.

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Vivian Ng
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Everyone has his/her own preference in communication. Some people like to separate out their work communication versus, family/family communication versus professional network communication. Try social media channels, emails, text, telephone calls or public conferences. If you know them ask them, If you don't know them, check out where they hang out. Connection, connection, connection is the most important.

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4 Develop your account management strategy and plan

To succeed as an account manager, you will need to develop a clear and consistent account management strategy and plan. This involves setting goals and objectives for each account, identifying opportunities and challenges, mapping out the decision-makers and influencers, and creating action plans and timelines. You should also monitor and measure your account performance, using metrics such as revenue, retention, satisfaction, loyalty, and referrals. You should review and update your account management strategy and plan regularly, based on feedback, data, and market changes.

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5 Learn from others and seek support

Transitioning from a sales role to an account management role can be challenging and rewarding. You will need to learn new skills, adopt new mindsets, and face new situations. You should not hesitate to seek support and guidance from others who have made the same transition or who have expertise in account management. You can find mentors, coaches, peers, or online communities who can offer you advice, feedback, and encouragement. You can also enroll in courses, webinars, podcasts, or books that can help you improve your account management skills and knowledge.

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6 Enjoy the journey and celebrate the wins

Finally, you should enjoy the journey and celebrate the wins as you transition from a sales role to an account management role. You should be proud of your achievements, both in sales and in account management, and recognize your growth and potential. You should also appreciate the benefits and opportunities that account management can offer you, such as building long-term relationships, creating value, and making an impact. You should also celebrate the wins of your clients, your team, and your organization, and share your success stories and best practices.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best practices for transitioning from a sales role to an account management role?

1

2

3

4

5

6

7

1 Assess your strengths and gaps

2 Build your network and reputation

3 Adapt your communication style and tools

4 Develop your account management strategy and plan

5 Learn from others and seek support

6 Enjoy the journey and celebrate the wins

7 Here’s what else to consider

Practice Management

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What are the best practices for transitioning from a sales role to an account management role?

1

2

3

4

5

6

7

1 Assess your strengths and gaps

2 Build your network and reputation

3 Adapt your communication style and tools

4 Develop your account management strategy and plan

5 Learn from others and seek support

6 Enjoy the journey and celebrate the wins

7 Here’s what else to consider

Practice Management

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