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What do you do if your account managers struggle to implement innovative strategies?

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Account management is a dynamic and challenging role that requires constant adaptation and innovation to meet the needs and expectations of your clients. However, not all account managers are comfortable or confident with implementing new strategies, especially if they involve risks, changes, or unfamiliar technologies. How can you help your account managers overcome their barriers and embrace innovation in their work? Here are some tips to consider.

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Ricardo Chang

| Strategic Business Manager | BDM | Sales & Commercial | B2B & B2C | Disruptive Innovator | Mentor

1 Assess their skills and gaps

The first step is to understand the strengths and weaknesses of your account managers in terms of innovation. You can do this by reviewing their performance, feedback, and goals, as well as conducting surveys, interviews, or assessments. Identify the areas where they excel and where they need improvement, such as creativity, problem-solving, communication, collaboration, or technical knowledge. This will help you tailor your support and guidance to their specific needs and gaps.

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Kshatriya Pratik Singh

Indian Institute of Management, Indore | Project Sales | Key Accounts | Channel Management
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Firstly, the reason behind their struggle should be identified, and where the grey area lies. Of course, a good manager clearly sees the strength & weaknesses of his team and accordingly allocates the job. Regular basis assessment will be pivotal and driving them in proper direction will be issue resolver. Views?

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2 Provide training and coaching

The next step is to offer your account managers the opportunity to learn and develop their innovation skills. You can do this by providing them with relevant training courses, workshops, webinars, or resources that cover topics such as design thinking, agile methods, customer insights, or digital tools. You can also assign them mentors, coaches, or peers who can share their best practices, experiences, and feedback on innovation. Encourage your account managers to apply what they learn to their own projects and clients, and monitor their progress and results.

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3 Create a culture of innovation

The third step is to foster a culture of innovation within your account management team and organization. You can do this by setting clear expectations, values, and goals for innovation, and rewarding and recognizing your account managers for their efforts and achievements. You can also create a safe and supportive environment where your account managers can experiment, fail, learn, and improve without fear of judgment or punishment. You can also facilitate cross-functional collaboration, knowledge sharing, and brainstorming sessions among your account managers and other departments or stakeholders.

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4 Involve your clients and partners

The fourth step is to involve your clients and partners in your innovation process and strategy. You can do this by soliciting their feedback, opinions, and ideas on how to improve your products, services, or processes. You can also co-create solutions with them, using tools such as prototypes, mockups, or demos. You can also communicate and showcase your innovation efforts and results to them, using stories, testimonials, or case studies. This will help you build trust, loyalty, and satisfaction among your clients and partners, as well as generate new opportunities and referrals.

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Ricardo Chang

| Strategic Business Manager | BDM | Sales & Commercial | B2B & B2C | Disruptive Innovator | Mentor
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La cocreación de soluciones con los clientes y socios puede ser una forma efectiva de desarrollar productos y servicios que realmente satisfagan sus necesidades y expectativas. Al trabajar juntos en el proceso de innovación, una empresa puede obtener una mejor comprensión de las necesidades y deseos de sus clientes y socios, y desarrollar soluciones que sean verdaderamente útiles y valiosas para ellos.

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5 Evaluate and iterate

The final step is to evaluate and iterate on your innovation strategies and outcomes. You can do this by measuring and analyzing the impact, value, and effectiveness of your innovation projects and initiatives, using metrics such as revenue, retention, satisfaction, or referrals. You can also collect and review the feedback and lessons learned from your account managers, clients, and partners, using tools such as surveys, interviews, or reports. You can then use this data and information to identify what worked well and what needs improvement, and make the necessary adjustments and changes.

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6 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 account managers struggle to implement innovative strategies?

1

2

3

4

5

6

1 Assess their skills and gaps

2 Provide training and coaching

3 Create a culture of innovation

4 Involve your clients and partners

5 Evaluate and iterate

6 Here’s what else to consider

Account Management

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What do you do if your account managers struggle to implement innovative strategies?

1

2

3

4

5

6

1 Assess their skills and gaps

2 Provide training and coaching

3 Create a culture of innovation

4 Involve your clients and partners

5 Evaluate and iterate

6 Here’s what else to consider

Account Management

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