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What do you do if your team members' strengths and expertise are not being utilized in account management?

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In account management, it's crucial to ensure that every team member's unique strengths and expertise are fully leveraged. If you notice that this isn't happening, it's time to take proactive steps. Effective utilization of skills not only boosts team morale but also enhances service delivery, ultimately benefiting client relationships and business outcomes. The journey to optimizing your team's capabilities involves several key actions, from recognizing talents to aligning them with the right roles and responsibilities.

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Ratan Bhardwaj

Inter CA , Research Analyst (NISM-certified)
Hermes Torralba

Retired Logistics Manager of San Miguel Brewery Inc.

1 Assess Skills

Begin by conducting a thorough assessment of your team members' skills and expertise. This means sitting down with each individual and understanding their strengths, weaknesses, and interests. It's important to know what each person brings to the table so you can align their skills with the appropriate tasks. Remember, the goal is to match every team member with work that not only needs doing but also helps them grow and stay engaged.

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Hermes Torralba

Retired Logistics Manager of San Miguel Brewery Inc.
(已编辑)
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Secure the competency basket for each position and function. Conduct competency assessment with reference to the lists of required competencies. Along side, conduct performance evaluation to measure results vs targets within a prescribed period. Assess the need to train, adjust targets and/or promote people with increased responsibilities. Calibrate overall team objectives based on calculated capabilities of a more empowered team. Also consider drawing a career path for each member of the team. Be transparent of the career path and regularly discuss status with each of them to keep them aware of their potentials and maintain their interests in career advancements.

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Jatin Joshi

Group COO @ Nirmal Hospital Pvt. Ltd. ? Operational Excellence ? Project Management ? Group CEO/COO ? Healthcare Leader ? Strategic Business Development ? 22+Years Exp ? P&L Management Expert ?
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Your team members' strengths and expertise are not being utilized effectively in account management, it's important to address the issue to ensure optimal performance and job satisfaction. Assess Individual Strengths: Take the time to understand each team member's strengths, skills, and expertise. This could involve conducting one-on-one meetings, administering assessments, or simply observing their work. Review Current Account Management Practices: Evaluate the current processes and practices in place for account management. Identify areas where there may be gaps or opportunities to leverage your team members' strengths more effectively.

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2 Open Dialogue

Encourage open and honest communication within your team. Create an environment where everyone feels comfortable sharing their thoughts on their roles and the tasks they are assigned. This dialogue can reveal whether they feel their abilities are being properly utilized or if there are other areas they would like to explore. Listening is key here; you need to be receptive to what your team members are saying and be prepared to act on their feedback.

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Jatin Joshi

Group COO @ Nirmal Hospital Pvt. Ltd. ? Operational Excellence ? Project Management ? Group CEO/COO ? Healthcare Leader ? Strategic Business Development ? 22+Years Exp ? P&L Management Expert ?
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Opening dialogue within your team is crucial for addressing issues and fostering a collaborative environment. Create a Safe Space: Establish an environment where team members feel comfortable sharing their thoughts, ideas, and concerns without fear of judgment or reprisal. Lead by Example:Model open communication by actively listening to others, being transparent about decisions and challenges, and encouraging feedback from team members. Schedule Regular Check-ins: Hold regular team meetings or one-on-one sessions to discuss progress, address any issues or concerns, and provide updates on projects.

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3 Role Adjustment

Once you have a clear understanding of each person's strengths and areas for growth, consider adjusting roles and responsibilities accordingly. This doesn't necessarily mean a complete overhaul of job titles, but rather a subtle shift in focus to better align with individual capabilities. This could involve redistributing tasks, creating new roles, or even providing additional training to help team members develop new skills that will benefit the account management process.

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4 Goal Alignment

Ensure that individual strengths are aligned with the team's goals. This means regularly reviewing and updating team objectives to reflect the evolving capabilities of your team members. By doing so, you encourage a sense of ownership and accountability, as each person understands how their unique contributions help achieve broader business goals. This alignment is crucial for maintaining a cohesive and efficient account management team.

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Ratan Bhardwaj

Inter CA , Research Analyst (NISM-certified)
(已编辑)
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The overlapping role should be used while allocating work to the team. It has dual impact as it leads to learning for the subordinates and they can have the opportunity to take up the task in the absence of senior pro. Review, learning and back up all goes hand in hand and the delivery of the work is already streamlined.

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5 Continuous Learning

Promote continuous learning and development within your team. Encourage your team members to pursue professional development opportunities that align with their strengths and the needs of the account management team. This could mean attending workshops, obtaining certifications, or taking on new challenges within the company. By investing in your team's growth, you not only enhance their expertise but also ensure that the team remains adaptable and competitive.

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6 Feedback Loop

Finally, establish a feedback loop where you regularly check in with your team to ensure their strengths are being utilized effectively. This involves not only providing feedback on their performance but also soliciting their input on the processes and strategies in place. A robust feedback loop helps identify any mismatches between skills and tasks early on and allows for timely adjustments to be made.

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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 do you do if your team members' strengths and expertise are not being utilized in account management?

1

2

3

4

5

6

7

1 Assess Skills

2 Open Dialogue

3 Role Adjustment

4 Goal Alignment

5 Continuous Learning

6 Feedback Loop

7 Here’s what else to consider

Account Management

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What do you do if your team members' strengths and expertise are not being utilized in account management?

1

2

3

4

5

6

7

1 Assess Skills

2 Open Dialogue

3 Role Adjustment

4 Goal Alignment

5 Continuous Learning

6 Feedback Loop

7 Here’s what else to consider

Account Management

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