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What are the most effective strategies for ensuring your team meets its account management targets?

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Account management is a vital skill for any business that wants to build long-term relationships with its clients, deliver value, and generate revenue. However, managing multiple accounts and ensuring that your team meets its targets can be challenging, especially in a competitive and dynamic market. How can you ensure that your team is effective, efficient, and aligned with your account management goals? Here are some strategies that can help you achieve account management success.

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1 Set SMART goals

One of the first steps to ensuring your team meets its account management targets is to set SMART goals. SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. SMART goals help you define what you want to accomplish, how you will measure your progress, whether your objectives are realistic, how they relate to your overall strategy, and when you expect to achieve them. By setting SMART goals, you can communicate your expectations clearly, motivate your team, and track your performance.

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Asha Kanta Sharma

Manager - Finance & Accounts @ Opendoors Fintech | Financial Accounting
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To ensure your account management team meets its targets, use strategic planning, effective leadership, and continuous performance monitoring. Clear goal setting, aligning targets with company objectives, conducting regular performance reviews, using data-driven decision-making, investing in training and skill development, fostering open communication, offering incentives, collaborating across teams, conducting regular team meetings, using performance metrics and dashboards, prioritizing high-value accounts, and training on tools and technology. Focus on customer success initiatives, recognition programs, mentorship and coaching, client feedback integration, benchmarking against industry standards, and fostering adaptability and innovation.

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2 Use CRM tools

Another strategy to improve your team's account management is to use CRM (Customer Relationship Management) tools. CRM tools are software applications that help you manage your interactions with your clients, such as contact information, communication history, sales opportunities, contracts, invoices, and feedback. CRM tools can help you streamline your workflows, automate your tasks, enhance your collaboration, and increase your productivity. By using CRM tools, you can also access valuable insights into your clients' needs, preferences, and behaviors, and tailor your services accordingly.

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James Fariello

Helping auto lenders grow their portfolios without growing their risk
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CRM tools are only going to be effective for you when you use them. Make sure you build in a regular cadence of input and note taking that is standard and scalable across your team

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3 Train and coach your team

A third strategy to ensure your team meets its account management targets is to train and coach your team regularly. Training and coaching are essential for developing your team's skills, knowledge, and confidence in account management. You can provide your team with various learning opportunities, such as workshops, webinars, courses, mentoring, and peer feedback. You can also coach your team by giving them constructive feedback, recognizing their achievements, addressing their challenges, and supporting their growth. By training and coaching your team, you can improve their performance, engagement, and retention.

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4 Communicate effectively

A fourth strategy to boost your team's account management is to communicate effectively with your clients and within your team. Effective communication is key for building trust, rapport, and loyalty with your clients, as well as for understanding their expectations, delivering value, and resolving issues. You can communicate effectively with your clients by using clear, concise, and courteous language, listening actively, asking open-ended questions, and following up regularly. You can also communicate effectively within your team by sharing information, ideas, and feedback, encouraging collaboration, and resolving conflicts.

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James Fariello

Helping auto lenders grow their portfolios without growing their risk
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Make sure you setup a culture of circular communication and feedback. Where your team feels like they can give you the same feedback you give them. Also look out for people who are mean under the guise of "being blunt". Direct is good, blunt and mean is not.

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5 Review and improve

A fifth strategy to ensure your team meets its account management targets is to review and improve your processes and results. Reviewing and improving are important for assessing your strengths and weaknesses, identifying areas for improvement, and implementing changes. You can review and improve your account management by collecting and analyzing data, such as customer satisfaction, retention, revenue, and referrals. You can also review and improve your account management by soliciting and acting on feedback from your clients and your team. By reviewing and improving your account management, you can enhance your quality, efficiency, and effectiveness.

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6 Celebrate and reward

A sixth and final strategy to ensure your team meets its account management targets is to celebrate and reward your achievements. Celebrating and rewarding are essential for recognizing your team's efforts, accomplishments, and contributions to your account management goals. You can celebrate and reward your team by expressing your appreciation, giving them incentives, offering them recognition, and creating a positive culture. By celebrating and rewarding your team, you can boost their morale, motivation, and loyalty.

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James Fariello

Helping auto lenders grow their portfolios without growing their risk
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Praise, specific and timely praise is critical to success as a team. Have your AEs or CSMs share their steps and strategies that worked so everyone can learn from each other

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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 most effective strategies for ensuring your team meets its account management targets?

1

2

3

4

5

6

7

1 Set SMART goals

2 Use CRM tools

3 Train and coach your team

4 Communicate effectively

5 Review and improve

6 Celebrate and reward

7 Here’s what else to consider

Account Management

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What are the most effective strategies for ensuring your team meets its account management targets?

1

2

3

4

5

6

7

1 Set SMART goals

2 Use CRM tools

3 Train and coach your team

4 Communicate effectively

5 Review and improve

6 Celebrate and reward

7 Here’s what else to consider

Account Management

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