totesmcgrotes

Sr Account Manager

Account Management cadence

Hey WR,

I recently got a role as an AM for a fintech. it's my first tech sales role, I'm curious to know what sort of cadence I should be thinking about for the 150 accounts I'm going to be in charge of? How often should I look to speak with them? What's reasonable / normal?

Any thoughts on this is much appreciated!

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TennisandSales

Politicker

Head Of Sales

so i think it depends on a number of factors:
1. is there a Customer Success Manager on each account as well? Or are you the only one?
2. is the product a "complicated" product/have many different aspects a customer could use? or is it single use?
3. What are your main goals? to help drive adoption of the product? only renewals and upsells?

depending on these factors (im sure there are more) could help determine how often you need to be engaging.

I would first look at which accounts are up for renewal first, and make those the priorities.

then as you lern about each account you can figure out what accounts are crushing it and don tneed you,

the ones that are mid range but could do better

and the ones that are failing and need alot of help.

ive seen AMs meet every 2 weeks, every month, every quarter it really depends. i bet once a month could be a good place to start

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Like @TennisandSalessaid, it does depend. If there is a CSM or CSR attached as well, they typically touch base every 30 days, then you would be at 45-60 days to reach out.

Always check the renewals for some quick wins/upgrades/upsells.

Sunbunny31

Politicker

Sr Sales Executive 🐰

To add to the great suggestions from Tennis and anti - I'd connect with your AM counterparts to find out what's working/not working for them and use their best practices.

CuriousFox

WR Officer

🦊

Make friends with other AMs. Shadow them. Ask to tag along on a few of their meetings. Seek advice.

thesearentleads

Member

Account Executive

CSMs at my company typically have a monthly call tracking adoption, support issues, and planned roadmap initiatives.

As an AE/AM I would meet quarterly at a minimum to talk strategic initiatives that might not have been budgeted for that year, and ad hoc as needed.

I found it helpful to be very clear about my role vs the CSM so they weren’t surprised to hear from both of us in the same week/month etc

totesmcgrotes

Opinionated

Sr Account Manager

Great advice, thanks everyone!

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totesmcgrotes

Account Management cadence

6 comments

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