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Account management

Does anyone have advice on how to get account management to do their job and then get out of the way when a deal has to be closed?


I ask because I have an AM who wants to be in sales but couldn't handle a quote because he is scared.

πŸ‘‘ Sales Strategy
πŸ’†β€β™‚ Mindset
3
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Clear rules of engagement that dictates who does what and when.
SalesDonkey
Good Citizen
Business Development Manger
I like that. What if the person doesn't follow them and they still work here?Β 
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Then bring it up to your manager and have them speak with the AM or the AMs manager. You gotta do your job, and if they are making that difficult then it has to be nipped in the bud.

Edit: if you haven't already tried to communicate this directly in a constructive way, try that first.Β 
Feds_Watchin
Politicker
+6
Account Executive
I make sure CS steers clear from me. Zero value add. Shut up I'll get your renewal you twat.
SalesDonkey
Good Citizen
Business Development Manger
Twat. great word.Β 
softwaresails
Politicker
+4
Sales Manager
Why are you involving the AMs in the process?Β 

I guess it could be different from how we do things but we don’t pass anything along to the AMs until the deal has been signed and they are doing onboarding.Β 
SalesDonkey
Good Citizen
Business Development Manger
Great question. This is after the first sale. I'm responsible for upsells and renewing the business and that is where they are getting in the way.Β 
softwaresails
Politicker
+4
Sales Manager
Ahhh that makes sense. This can be very difficult. I hate doing upsells and renewals for this specific reason. Let me focus on prospecting and pulling in new customers where I can be there only contact and there isn't anyone else to ruin anything.
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