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bankbuster

Account Executive

Fire Starter
Contributor

How do you structure your day as Full cycle AEs

Hey champs,


I´m curious to know how you organize your day to set yourself up for success. I´m a full cycle AE but have many clients to manage as well (serviceing request, dealing with things support doesn´t solve etc) - so sometimes my challenge can be prioritization.


Recently read about the "RGA" - Revenue generating activities concept. and was thinking to basically block out my morning to only do thoase (e.g. prospecting, research etc)


TL:DR - How do you organize your days + what are your top 3 RGAs?

👑 Sales Strategy
🧢 Sales Management
👍 Sales Process
8

10 comments

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braintank
Politicker
10
Enterprise Account Executive
Absolutely block time for RGA and delegate everything that isn't.

I bucket my activities into 3 categories:

• Create (i.e. prospecting to new accounts)
• Advance (i.e. moving accounts towards a PoC/trial/etc)
• Close (i.e. legal and procurement)
bankbuster
Fire Starter
1
Account Executive
Thanks you @braintank quite a good bucket strategy, will give it a try
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
Questions to ask yourself:
* What are your best prospecting times?
* What are you best "selling" times ? (demos, follow up calls, etc.)
* Do time zones play into your selling at all?
* Do you have to much "internal selling" - how much time for that?
* Can you do much delegating of non-RGAs? - push off to your manager some activities?
There are several more areas as well to consider, but I think you get it.

You also need to consider days of the week. For example, prospecting is often more productive Wed-Fri, not Mon & Tues. So push internal meetings to Mon/Tues as well as other selling meetings.

Friday is a great "clean up" day. But historically I have had great success cold calling on Fridays. Something to consider.
bankbuster
Fire Starter
1
Account Executive
Like your way to approach this @pachacuti - for me it’s still an art to delegate the non RGAs - often it’s admin work or fixing fire with a client (so basically prevent churn)
pirate
Big Shot
3
🦜☠️ Account Executive
Some good advice here in the comments. Also looking at your top 5 deals or top 5 customers and working on those and anything they might need. The 20-80 rule that your top 20 customers will bring 80% of revenue.
bankbuster
Fire Starter
0
Account Executive
Quite a good angle to do a priority analysis on your clients - was just thinking about those that make the least revenue and still produce most work for me haha
pirate
Big Shot
1
🦜☠️ Account Executive
It is ridiculous how much work small deals take in comparison to the big ones
CuriousFox
WR Officer
2
🦊
Time blocks to work if you stick to them.
bankbuster
Fire Starter
0
Account Executive
Think that’s the hardest part of it
LambyCorn
Arsonist
0
A mfkn E
this post came perfectly! I am interviewing for AE role and was wondering what you asked

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