Managing a sales team is both a tough and exciting challenge. You’re responsible for bringing in results that the whole company relies on. All other functions– from product to HR — depend on the sales team successfully performing its job. A key responsibility of sales managers is to empower their…

In the subscription-as-a-service (SaaS) world, the sales negotiation process has many similarities to the one in a traditional proprietary business model. Many tools used in the latter can be very well applied in negotiations. One of the common ways for account managers (AMs) to close the deal faster is by…

The need to be consistent in daily prospecting and conducting meetings with clients usually leads account managers (AMs) to deprioritize administrative activities such as maintaining CRM hygiene. In many ways, it makes total sense since administrative work does not directly lead to bigger pipelines and closed deals. Certain AMs go…

One of the most common challenges for account managers (AMs) is prioritizing their book of business. Usually, they do not get to choose which clients end up in their book, but they can and should analyze it and decide which clients they should focus on. Ideally, all clients should receive…

Effective onboarding plays a critical role in client retention. When a customer receives training on the core areas of a product in the early stages of using said product, it is more likely that they will use it moving forward and gain value from it. As a result, the probability…

In many ways, account managers (AMs) play a nurturing role for clients. While they may sometimes engage new prospects to win new business, most commonly, their job is to identify growth opportunities in their book of business. They engage in all sorts of activities, from prospecting and delivering demos to…

Growing accounts in the book of business and hitting the monthly target is the key responsibility of account managers (AMs). Some clients will grow naturally and proactively reach out to AMs when a certain upgrade is needed (e.g. additional seats, higher subscription plan, etc.). But there’s no guarantee that such…

Having a clear career path is one of the critical factors that affect employee retention. Team members need to have a clear picture of what they need to do and achieve to progress in their careers. Lack of clarity on this front creates a risk of them looking at other…

Junior customer success managers (CSMs) are usually excited to finish onboarding as soon as possible and start jumping on the calls with clients to deliver value. They reach out to the clients in their books of business and introduce themselves getting the first meetings on the calendar. However, some of…