Account management, or as I like to call it, relationship management, is the art of selling to support the workings of the customer. With this understanding the account manager must systematically steer each customer to purchase the most profitable products and services. This is truly an art and not a science; thus, the act of account management requites an abstract approach to administration and counsel. Yes, counsel, a word many times absent from the account management job description. It’s a job description that can also be called The Good, The Bad, and The Ugly. In the movie of the same name, three charities represented the three personality types. Many times these types will reveal themselves in the account management relationship.
The Good The Bad And The Ugly Of Selling - The New Relationship Manager
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Developing an understanding of the specific ways in which Generations X and Y view the world will provide your organization with valuable insight into how to attract, sustain and motivate the younger generations. When you speak their language and they understand your language, the stage is set for better communication, increased productivity and increased profitability. I was reminded of this when one of my client’s commented, “Why do my younger employees keep talking about this whole ‘balance’ thing, when there’s work to be done?”
There are a couple of important things to consider here.
Do you always find yourself doing numerous tasks at the last minute? Does the sight of voluminous paperwork make you feel swamped, eventually leading you to put them off for “just a few more minutes”? Does the word deadline unfailingly give you panic attacks?
If you answered in the affirmative to any of the questions mentioned above, then you are undeniably guilty of wasting a precious resource— time. Like most people, you may get a rush out of beating the clock and submitting your work, although sloppily done, on time. This chronic battle waged during crunch time invariably leads to the ubiquitous raccoon eyes and zits popping uncontrollably all over your face. And as you continue to cope with the nervewracking pressure of accomplishing so much in so little time, your once gentle personality mutates into a hideous monster.
Is this you? You have customers to satisfy, professional goals to deliver on and your personal goals shoved to the back burner… and you and your friends, colleagues, clients and vendors are already talking about ‘next’ year. I’ll admit, I’ve had a few of those days that stretched to weeks with my attention caught in that tension.
If you cannot get a handle on the tug of war for your attention, your future is at risk! The truth is, you will always be bombarded by more information, more ideas and more opportunity than you can follow through on - that’s success!