Are you a hunter or a farmer? Radio show host and psychotherapist Thom Hartmann, published “ADD: A Different Perception,” where he described two mental models as to how people work. The “hunter” is based on nomadic societies and has a short attention span, but exhibits superior focus for short bursts of time. Hunters are flexible, able to change quickly and are excited by the chase.
The “farmer” is based on agrarian societies and exhibits a patient and steady work style, understanding that the fruits of his/her labor will be forthcoming. Farmers are focused, organized, conscious of time and timing with good staying power. Farmers are nurturing, team players and keenly aware of community values.
When recruiters are looking to fill a sales role, it’s the hunter that fits the bill. Conversely, a farmer is best for the account manager role.
Want to be the best farmer possible? Reap the fruits of your labor? Below are four tips to become a better account manager (farmer).
A good account manager understands the goals of the community (or company) and embraces the core values. An account manager should know the industry, the competition, their strengths, weaknesses and any vulnerabilities.
The ability to communicate is an essential quality. Effective communication is crucial for making professional presentations, writing reports, proposals and emails, and verbal skills to create a dialogue with contacts. A good account manager is articulate, able to explain benefits to the clients in a persuasive, but not in a pushy manner.
3. Organizational Skills
Account managers must have superior organizational skills, understanding priorities and where to focus. Knowing how to use a system and leveraging automation to manage workflow is also vital to the success of an account manager.
4. People Management
Account managers need to know how to manage people connected to the account. Understanding customer engagement throughout the customer lifecycle can be a window into new opportunities and additional revenue. Learning who on your team is communicating with the client, who is influencing the conversation and what activities occurred and will occur can provide insight into the level of customer engagement. The more positive customer experiences, the more engaged the customer will be and an engaged customer is more apt to refer, renew and request additional services.
An account manager should never underestimate the power of the client relationship. Understanding customer engagement, along with value and other account attributes, can help an account manager better prioritize accounts and engage accordingly. By understanding and leveraging internal team and customer engagement, account managers can be more effective.
Komiko engagement analytics software captures email, documents and attachments and fuels your CRM with every customer interaction. Komiko then organizes the data and measures client interactions to produce an engagement score. This score helps account managers understand contact, account and opportunity engagement and helps in prioritization. Komiko also identifies connections and account influencers so account managers can target the right person and mine the right opportunities. With Komiko, account managers can be more effective and do what they do best.