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To take advantage of all our site features, we recommend that you upgrade your current browser or download one of the following optional browsers Which browser should I use for login? After handoff, account managers should let salespeople know when there are upsell opportunities or potential for new business.
However, the functions also require two different skillsets. So, splitting these client-facing duties into two separate roles helps salespeople focus on bringing in new business and account managers on nurturing a growing customer base -- which benefits both your new business numbers and retention rates.
In some situations, account managers are also responsible for nurturing customers to the point of an upsell, and will then bring in a salesperson to handle the financial transaction. Overall, key account management and selling are very different. While a salesperson focuses on the short term — by necessity — a key account manager KAM prioritizes the future. Sales reps also zero in on specific opportunities, while KAMs have broader goals, including collaborating with the customer on mutually beneficial projects, helping the customer meet their objectives, and making sure the customer is getting the necessary support.
Originally published Aug 29, PM, updated April 01 Sales 3 min read. Sales vs. Account Management: 5 FAQs 1. What is account management? What is an Account Manager? Account Executive vs Account Manager Account managers nurture and grow client accounts. Topics: Revenue Operations.
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