Account Management Fundamentals

Basic blocking and tackling – the fundamentals of sales craft…

 ·        Do I have a ‘living’ account plan for each major account so that I am running the account as opposed to the account running me

·        Do I have a weekly ‘huddle’ kind of recap or status report for each account (even if I don’t send it anywhere) that keeps me on top of the various activities (don’t let things fall thru the cracks)

·        Have I updated the ‘single source of truth’ system for my activities whatever that system may be

·        Have I established a standard management cadence meeting set with my accounts

o  Annual ‘top to top’

o  Quarterly QBR

o  Monthly Exec Steering Comm.

o  Weekly Delivery meetings (ensure they are occurring – sit in when possible)

o  Weekly touch base with key leaders – five minute phone call just to take temperature

·        Am I managing up? Weekly report to direct and matrixed management

·        Am I managing laterally – Weekly ‘team’ conversation with those that support me

·        Am I managing / mentoring down – Weekly 1:1’s scheduled with direct reports and those that I have a matrixed relationship with

·        Am I a thought leader? What have I done or produced internally and externally that demonstrates that leadership

·        Am I learning and growing as an individual – make time, keep your edge

·        Am I having fun? Life’s short – make a difference and enjoy doing it or you better be doing something else.