What’s the path from CSM to AM/AE?

Hey savage fam, coworker of mine in CS wants to make the jump to sales, but is worried that they'd be re-starting their career at the bottom.

They're also not interested in being an SDR, their strengths laying mostly in the account management skill set.

What can I tell them about leaping into a spot in sales that they'd thrive?

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

Focus on accomplishments. What did they do above and beyond just serving the customer? Did they grow any accounts? By what percentage? Reduce customer churn? Etc. answer the question “why should I hire you?”

JavierCake

Executive

Founder

Love it. Agreed. It’s about telling the story of why they’re awesome.

Revenue_Rambo

Politicker

Bad MFer

So you have a quota for add-on/expansion? This is a must have to make the transition. Also, you’ll need to be able to demonstrate your process for interacting with to identify opportunities versus being an order taker.

If you don’t have the quota component perhaps you seek an AM role that is more sales focused. I agree that you should not have to go be an SDR, but you may need to make a lateral move before you can jump into new logo.

Ultimately it will come down to what @braintank and @Pachacuti have said and you need to be able to demonstrate the skills.

JavierCake

Executive

Founder

Yep, our CS team holds a small quota for expansion and renewal, so that’s a good metric for them to push. Appreciate all the feedback!

braintank

Politicker

Enterprise Account Executive

Define account management skill set.
Is it responding to support tickets? If so, then they'll probably have to go down a few rungs over and prove they have sales skills.

If they have negotiated complex renewals and closed up sells, then should be easier to find an AE role.

Problem with CSM to AE transition is no top of the funnel/prospecting experience.

JavierCake

Executive

Founder

Appreciate the speedy feedback. AM skill more so in relationship nurture, exploring upsell/cross-sell and completing renewals.

Will definitely pass this feedback on 👍

jefe

Arsonist

🍁

Sounds they'll need to focus on AM roles and not AE/new biz.

Try and help them to understand where the overlap is and generate some stories and stats that support that transition.