What it Takes to be a Great Account Manager
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- čas přidán 17. 07. 2024
- What does it take to go from being a good account manager to a great account manager? There are three qualities I believe make the difference:
Leadership
Charisma
Authenticity
The good news is you can develop these qualities and in this video, I explore them in-depth to help you become a better account manager.
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Thank you Adam Levine.
Hahaha, thank YOU. Not the first time I've heard that and I'll definitely take it as a compliment. One day maybe I'll meet my doppelgänger 🤞
😂😂😂
Recruits like jagger
😂😂😂
"Fake it till you make it "
what a deep piece of word
Not the most revolutionary advice but I think it's worth repeating. Of course I mention some other tips in the video so I hope there was something in there you found helpful.
What's a tip you could share on what it takes to be a good account manager?
If you want to explore the topic some more I've got an hour long webinar replay you can watch on the secrets of successful account managers accountmanager.tips/lp-webinar/
Nailed it. So many important qualities! I think my bubbly nature helps get me in the door, and the empathy gets me the sale at the end of the day.
Thanks Carina! Empathy and emotional intelligence are so important - in fact it made LinkedIn's top skills in demand for 2020. So you've already got an advantage! It really helps you to connect with people.
Empathy didn't come naturally for me - I had to learn it.
Warwick, you nailed it with this video. I plan to share this with those I mentor. I couldn't agree more with being honest. Without honesty and credibility you won't be that customers AM very long. I often tell AMs that we're in the customer service business. We want our customer to be comfortable in doing business with us and the company they represent. It's all about the Feels. At the end of the day if you treat someone fairly and with respect they'll usually do the same for you.
Keith - thank you for watching and for your insights - you don't know how much I appreciate it 🙏 "We want our customer to be comfortable in do business with us" is such a great mission. And your right, without honesty and credibility - all the great advice you have for your clients just isn't going to fly!
No worries @jet_hacket on insta is the perfect person for y'all on account recovery
"be yourself, everybody else is taken" nice quote!
It's one of my favourite quotes. Because it's true, right?
Tomorrow will be my interview. Glad I’ve come across this video. Thank you so much sir!
I'm glad you found it too! Good luck for the interview!
Looks like you got the job! Congrats!
Honesty and integrity breeds trust!!! So many Account Managers 'hide' realities or 'bend' the truth.... thank you!
🙌 So true Michelle. I've been in that place where you didn't want to disappoint your client so rather than say "no" you say maybe - and try to cover up the realities of what's happening. That's no good for anyone! No don't get me wrong, there are ways and then there are WAYS to tell the truth - if things aren't meeting expectations you can find a way to frame the conversation that's sensitive to the situation but also aligned with reality! Thanks for watching and I appreciate you taking a moment to share your thoughts!
You really hit the nail on the head!. I was super excited to see this video mentioning all the key values and qualities that I have always been trying to follow in my career. Hope all our teams can listen to your video!:).
Thanks Moonie! I hope so too. There's so many qualities that contribute to being a good account manager and I think it's so important to always be developing your soft skills as they are a big factor in success. What do you think?
Just started a role as an account manager this month, and i really appreciate this! Thank you so much for your content!
You're welcome Hayden, and congratulations on the new job! What are you most enjoying about the role?
I have just been offered a Marketing Account Manager role, so glad i come across your videos!
🥳 Woohoooooooo - so excited for you and I'm glad you came across my videos too!
Your feedback is amazing accurate and I really like how you embrace your Account Manger position as you speak with a full educator mood. I'm deeply impressed on how much information I got from you that I can now show. Thanks. I'm definitely subscribing😁🤳
Hi Chris, thank you so much! I really appreciate your comments and it makes me so happy when I know my content has been helpful! Glad to have you among my subscribers and if there's any topics you'd like me to cover, let me know - I'll add it to the list.
I have recently been tasked with creating an 'Account Management department within my company and I have had so many issues trying to find videos and resources that will help me. I have found some inspiration with you Warwick, and I thank you for that. I will also be ordering the books you suggested.
Hi Amanda! So glad you found my channel! There's a lot to think about but all very exciting that you get to create it they way you want. I've got a video coming out soon on how to implement key account management on a budget (AKA KAM when you have no KAMs) - it'll be out next month, so subscribe if you haven't already to get notified.
I like the content man. Subscribed!
Welcome! Glad you enjoy the content and always open to suggestions on topics you'd like covered.
I do like this video mate, it's honest and it's cool that you focus on key facts
Thanks so much! It's one of my first videos and I love that people still resonate with it.
"Don't doubt yourself", words to live by.
i just took over a huge account from a giant who'd been there for a decade. Daunting as hell but especially when i got Zero handover.
Welcome to flounder city? OR... Put on a big grin and get stuck in!
Guess which one i did.
👏 That's such a wonderful story and good for you! Taking over a client from a well-established account manager is tough, and even more so without the benefit of a handover. Glad you got through it and you've also given me a great idea for a future video and blog post!
Hello Warwick. This was great advice, thanks for putting it out in the world. ✌️
Thanks Jaime! So glad you enjoyed the video and if there's anything I can ever help you with, just let me know! Planning a lot more videos for 2020!
What do you think makes a great account manager. We wear so many hats it was hard to pick just three. I'd like to hear from you.
1 - Honest
2 - Problem solver
3- Resourceful
@@michaelpennix6917 You nailed it. I think I'd put them in that order too!
Thanks, Warwick Brown for this good video. I think the credibility of Accounts Manager becomes the most critical element in the entire scenario, maybe at the cost of some sales as well. By any chance, if your client comes to know that you have foregone your sales for the sake of looking after his business, rest assured lifetime relationship and business is guaranteed. So, sometimes short term gain has to be lost for a long term relationship.
Thanks Virendra - you're so right - trust and credibility have to be earned. To me that means being free with your advice and giving your client recommendations that are good for THEIR business, even if that means losing a sale.
Valuable tips and straightforward. Thanks!
Thank you so much, that's very kind of you to say. Glad you stopped by the channel and found the video valuable.
I have a interview and found your video thank you so much for the tips I will apply them for today and everyday after
Hi Lula, thanks so much for taking the time to leave a comment and I'm glad you found the tips helpful. Good luck with the interview! 🤞
GREAT VIDEO !
PRECISE AND STRAIGHT TO THE POINT .
THANKS
Thanks Yakir - appreciate it and glad you enjoyed the video! 😀
Love the genuine advice and I enjoy your energy and style
Hey there! Thank you so much for taking the time to leave such kind words on my "How to be a Great Account Manager" video. I really appreciate you watching and that you enjoyed both the practical advice as well as my energy and style.
Feedback like this truly motivates me to continue creating videos that provide value to viewers like yourself. My goal is to share actionable strategies for success in an upbeat, engaging way. So it means a lot to hear you found the tips genuine and that you like my on-screen presence!
Please feel free to reach out with any other suggestions for account management topics you'd like me to cover in the future. I aim to create content that resonates with audiences and helps equip them with skills to excel in their roles. So your input would be invaluable!
Thanks again for watching and for the thoughtful comment - it absolutely made my day. I hope you'll continue to tune in and let me know what resonates! 😃
Thanks really needed this 😘
Glad it helped - thanks for watching and for taking the time to leave a comment. If there's anything I can help you with - please get in touch. Have a great week! Warwick
im getting an Account Manager in Saas I can't wait! in the process
Congratulations!!! I'm excited for you. If I can help, let me know!
That was a Great set of tips Mr. Warwick. Great video too. 😌😁
Thanks so much Ivan! Glad you enjoyed the video and I appreciate you taking a moment to say so!
Yes , Be yourself but in a better way 👌👌👌
Exactly! I'm a big fan of self-development and personal growth and how we can all become improved versions of ourselves.
I'm having an interview tomorrow with a big firm, and this really helped...thank you
Glad it helped! How did the interview go?
Very nice video on account management and how to build a relationship with customers
Thanks so much Gunasekaran! I'm glad you enjoyed it. What's a quality you think is important to being a good account manager?
Doing some quick research in preparation for an interview on Monday. Looking forward to update you on what happens!
Glad it was helpful and best of luck! Let me know how it goes!
@@kamcoach It went amazing! I was quickly moved to the second interview portion, shortly after I received an offer. Just wonderful, thank you!
@@SayBrieCheese BAM! Congratulations 🎉🎈🎇
That's awesome news! Now the fun starts!
Awesome Warwick!
Thank you! Cheers!
Great Video - thank you
You are very welcome! Glad you enjoyed it and thanks so much for taking the time to leave a comment. I really appreciate it.
This video helped out a great deal. My new career in which I start tomorrow is an Account Manager.
I'm so happy the video was useful and congratulations on the new job and career! It's no secret I love account management! How was the first day?
@@kamcoach
It was GREAT 👍🏾!! This is one of the few jobs that have had in my life that I actually get to help people, love what I do and get compensated handsomely for it.
@@xavcuttinoakatheinspiratio4353 🙌 You can't ask for much more than that!
@@kamcoach
I left out one part of my title it’s District Account Manager 😁 I guess that’s important
@@xavcuttinoakatheinspiratio4353 Haha, the icing on the cake! 🍰
This definitely helps, thank you! Plus your name is badass
Glad it helped! (and thank you!!)
Warwick, Thank you for your video it was very insightful. Currently I work for a company that is very loosely defined and we don't have a specific person fulfilling the role of account manager. In fact the CEO and his son personally manage the relationship with our customer. My goal is to convince my boss to look for an account manager. If you were in my shoes what would you tell the CEO are the main advantages to having an Account Manager are? Thank you!
Hi Kohl. I have a lot of thoughts on this. It can be really hard for an owner/operator to let go of the relationships - often that's one of the critical factors in how they built the company and it can be hard for them to entrust those to anyone else. Let's grab a call and discuss - I'd be happy to help you build your business case for an account manager to lead the relationships but also to differentiate the contribution the CEO and his son can make as executive sponsors to the relationships (you still want them involved, less day-to-day and more strategically). You can book time with me at amtips.bookafy.com
Great info.
Glad it was helpful!
thanks
Brilliant!
Thanks so much for watching and for you taking the time to leave a comment - glad you enjoyed it.
@@kamcoach You're welcome mate. Watched your other videos and Subscribed.
Amazing! Thanks for subscribing and watching. Welcome you to my channel! If there's any topics you'd like me to tackle in a video, just let me know. Warwick
Really nervous for my interview on Monday because I don’t have any experience being an account manager or manager in general. This video is what I need to do on my interview. Hehehe
Nothing to be nervous about - you wouldn't get the interview if you weren't a strong candidate. If you've done your preparation and research you'll crush it!
Account Manager Tips - Warwick Brown 🙏🏻 🙏🏻🙏🏻
Great insight Warwick! Technical skills can be learned in onboarding and throughout the job. However, intangible skills like leadership and charisma are crucial for top performance.
Thanks Josh. So true. I wish more employers would appreciate that industry/technical knowledge can be learned much faster but that soft skills like leadership etc take much longer to develop and add real value to key account management roles. When I look at core competencies in job ads, industry experience is usually one of dozens of requirements, yet seems to be the biggest one preventing candidates from securing interviews. What do you think?
I love your videos! Do you have any videos posted on account penetration strategies?
Hi Deborah! Thank you and I'm so glad you like my content. Hmm, I've got nothing specific on account penetration strategies but you've given me an idea! That sounds like a great topic for a future video - watch this space!
@@kamcoach Great- Ill keep an eye out!
hey mate , great videos ! do you have any ebooks available from your guru mind?
Hi Sammy! Thank you and yes I do! Loads of them. Depends on what your looking for. I have an account management career development eBook and project plan you can grab for free so start there at amtip.co/career but if you're looking for something specific let me know.
Lmao be happy be joyful,I love that, and be confident.
Why not! Life's too short and misery loves company. Thanks for stopping by my video Candice and for taking the time to leave a comment - I appreciate it!
Great video Sir. I wanted to know what hard skills would you recommend for a fresher who want to get into Account Manager/ Business Devlpment career. Like is CRM a good skill to have?
CRM is a small part of the job and easy to learn. You could always sign up for a trial of a CRM and learn the basics that way. I do have a free key account management career development plan with essential skills and relevant free courses to learn them. Check it out at amtip.co/career/
Love your video!
I’m about to start as an Account manager,
What should I expect from this role?
Is it hard?
Thanks
I wouldn't say it's hard, but it is challenging! There's lots to do, and a lot of people you rely on to get things done. Check out my video on a day in the life of a key account manager - I go through all the things you'll be doing and some of the pros and cons of the job czcams.com/video/g973DKj49JA/video.html
All the best for the new role!
A role has opened up in my employer for this role and while I don't have any sales experience I have the other qualities required of the role. Should I take the punt?
Absolutely, you should go for it! I always say that there's a significant gap between applying for a job and receiving and accepting an offer, so why count yourself out? As an internal candidate already familiar with the business and the product, you have a distinct advantage. Your problem-solving skills are exactly what clients seek in account managers. So, take the leap and apply!
If you need any help during the interview process, feel free to schedule a coaching call with me at (mytkc.net/powerhour) or check out The KAM Club (www.thekamclub.com). I host open office hours every Tuesday and Wednesday for members, where you can get personalized guidance.
I’m currently in Mortgage Sales, looking at Account Manager for cyber security firm. Question is this job stressful, and what are the cons? Thanks!
Hi Nehal! Check out this video which explains more about the pros (and cons) of account management czcams.com/video/elFa2kcaQ_s/video.html
thz for sharing this video. But I wanna request can you upload the next videos with subtitles sometimes I can't catch up with your words maybe I'm not English well? I hope you do my request!
There's auto-generated closed captioning/subtitles, although sometimes it may be incorrect. You could also try lowering the speed of the video in parts where you struggle to keep up with his words.
Hi Thae Ping - I've uploaded new captions/subtitles. I filmed this a little while go before I routinely got in the habit of adding subtitles for every video. I'm also trying to not speak so fast in my videos now too. Thanks for the comments and for the reminder to get subtitles in place for this video.
What is the relation between an account manager with a CFA certificate?
👏👏👏
Say so 😁 Really nice 🎥 video, thank you for support us 👍😃😎😊
You're very welcome!
A more subtle and lower background music would help. Thanks for this.
Noted! This was one of my first videos that I did when I was a baby creator. I don't use background music any more except for the opening and closing. I'd like to redo this but it's my most popular video and unfortunately CZcams doesn't allow you to replace videos.
If i want to become an account manager, what is the first step i can do so will stand out with the rest of the people that apply? I have a background of retail and custumer service
I've got a video on how to become a key account manager czcams.com/video/r4mCHIMa2g0/video.html My advice to stand out would be to demonstrate that you understand the role, and are actively developing the skills necessary to succeed. There are lots of free online courses available (I've got a video coming out soon on this topic) and you could also check out my membership community for account managers at amtip.co/kamclub/
Why are you whispering? A good accountmanager speaks up and is confident...
Ha, I thought it was my radio announcer voice! Recording audio is more challenging than you'd think, especially without any fancy equipment (I can dream)
Is Account management same as Customer relationship mgt.?
A rose by any other name! Customer Success, Customer Relationship Management, Account Executive are all versions of account management. There are subtle differences based on industries but many of the responsibilities overlap
Would you be a great person and just take look at resume ?
Hey Carlos, of course - happy to give you a few pointers - connect with me on LinkedIn and we can pick up the conversation there linkedin.com/in/warwickabrown
how much does an account manager make?
Hi Juju, how much you make as an account manager is going to depend on location, experience and industry. But check out LinkedIn's free salary navigator - you can discover your earning potential by searching for job title and location - it's only major countries and cities - but it'll give you an idea www.linkedin.com/salary/
I had to pause you at :50seconds. I’m already failing lol. Now, people follow me because I somehow get things done. I don’t even know how I get it done. Speaking is not my best trait. I listen. I do. Worked well right up until Covid. Everyone is doing a lot with less and the inspiration is not enough. I’m going to save this video for another time. :(
Hang in there. We all have our slumps. Mindset makes a big difference! What's the biggest challenge right now?
@@kamcoachI like that your video keeps popping up in my feed. It’s been a year and the biggest challenge was just me and my fears and reactivity to criticism. It is a very competitive field. I focused my energy on the customer and their challenges and simply pushed forward. I was creative crafting deals and solutions and happy to say that I am among the top three account managers in my region already. Sooner than I anticipated. I have your videos and content to thank, honestly. 😊
@@jessijuniper7687 Wow, love hearing about your journey this past year! So awesome that you pushed through those fears and stayed focused on delivering value for your customers - that creative problem-solving is exactly what makes top AMs shine. And well done on already becoming a top performer in your region, that's amazing progress! I genuinely appreciate you crediting my videos for helping you get there-you're too kind-but it makes me very happy to know I may have played even the smallest part.. Keep crushing it and I can't wait to see where you'll go next!
is the same account manager and key account manager? hope you answer. Thank you.
Fundamentally the roles are the same - both are focused on retaining customers, penetrating and expanding accounts and growing revenue. However key accounts are your companies most important clients with the greatest long term revenue and partnership opportunities. Because of that they are very resource intensive and require a lot more time, attention and effort to manage and make those opportunities a reality. That's why key account managers (should) have less clients to look after.
I hope that helps!
@@kamcoach Thz for your kind reply I understand now about that.
Usually they are also so important that you want to, most of the times, FLY to their location to meet them in person and basically pamper the relationship on a 360 degrees perspective. Since they're the most important asset of revenue for your company, they are not treated the same way you'd treat your normal (less profitable) accounts.
I love his videos, like having a free training. Someday I'm gonna sign up 👆 such a good investment. Thank you.
Thanks Jam, I'm so glad you enjoy my videos! I try to make them helpful with things you can implement to make a difference (even a small one) to your job or your day, so I appreciate you taking the time to leave such a nice comment.
Hello Sir, are you still hiring even though its been a year since this video was created, I have no experience in account management, however I am interested in entering the industry. 🙂
Hi there, check out my blog post How to Become an Account Manager When You Have No Experience - accountmanager.tips/how-to-become-an-account-manager/
@@kamcoach Thank you for your response.
Words i should’ve said in the interview 😫
Ugh. I hate it when you think of the right thing to say after the interview!
I dispute that a person without charisma can suddenly be charismatic
I guess it depends on your definition of "charisma?" I agree it's not like flicking a switch, but you can take a single step today towards owning your charisma. The Charisma Myth has an interesting take on the subject amzn.to/3BFGz5p
One thing I'd would say on how to be a great account manager is to ask your customers for help in serving them
Example: you need a service by tomorrow don't inform us a day before.
It would help one another to reach out a head of time
Let me know what you all think
That's great advice Anthony. I'm a big fan of helping your clients help themselves and sometimes that means you have to help them get out of their own way. Educating/reminding them on ways to be more effective is a great place to start. Thanks for sharing (and happy new year!)
After few hours my interview
Best of luck - I hope the interview went well?
Account Manager Tips - Warwick Brown just knew they selected someones with more experience than i am... kinda sad not gon lie ..
Sorry to hear that. I hate it when you're in that situation when you can't get the job because of the experience but you can't get your experience because you don't have the job. 😱
Account Manager Tips - Warwick Brown absofuckinglotly
Fake it till you make it when it comes to happiness is kinda walking on a thin line. I wouldn't personally trust my boss if he said thing like this to me.
Hi Zela, I was talking about fake it till you make it in the context of confidence, not happiness. I'm a big believer in manifestation and the idea of believe it you'll see it. Many, many times I've had to force myself to do things that were against my nature. For example, I had to host clients at events and dinners and I was incredibly shy. I had panic attacks just at the thought. But I had to do it. Sometimes I'd think to myself, "What would one of my favourite characters on TV do in this situation?".
Maybe "face your fears" is more appropriate than "fake it till you make it?"
Can being too honest be bad?, I’ve been told by many of my friends that I can be too honest sometimes, but they say that’s why they value my advice.
Not at all. I think honesty is a wonderful quality and too many times people will tell they're customers what they WANT to hear instead of what they NEED to know. A point of view is what makes you an expert! Just choose the when, where and how you share your opinions and think about the consequences for you and the other person. It's all about how you frame your message in a way that highlights how much better things would be if they followed your advice, and how you can help them get there. Stay true to your instincts Jean!
I think that we can always be honest as long as we have suggestions. People fear honesty the most because when we question if we should be honest is because we need to deliver bad news. However, as long as we have options for our customers, they will feel special and that you care enough to suggest other things.
Totally agree with you. Honesty and intent go hand-in-hand. If you share your advice constructively you can have a positive impact.
@@JPagan3618 Yes! Always have options for the customers, even if its just 1. Also Going the extra mile to help the customer is very important! They will appreciate the efford and service, even though it might not be the options they will take, and they will come back to you again next time.
Subtitles plss
Hi - there are English subtitles - just click the CC icon on the player and they will show.
@@kamcoach Thank You.
the acoustics of this room are horrible
Agree it could be better. There are captions if it's intolerable. I've since learned more about improving the sound, and spent a lot of money on improving the equipment. So hopefully you'll notice the difference in more recent videos.
But nevertheless, great insights you give in the video! Thank you
@@joeturk8159 You're welcome. And I literally just found out my landlord is installing carpet next week (I live in an old victorian conversion with high ceilings and wooden floors) - so that should make a BIG difference. Glad you found the video useful. Have a great weekend.
No sale = no commission = no account manager job. No?
Account management is much more about working with existing customers so while sales is an important part of the role it's typically targeted on upsell/cross sell rather than new business
The background music hurts this video, just leave it out
Yeah I know. I filmed this in my early days on CZcams. I know better now!
Last skill to be a Great AM is to have a Sexy voice like Warwick.
Very kind of you!
Fake it till you make it? You just got through saying be you because all the others are taken. Come on man!
What I was trying to get across is to be confident in your abilities and that you have a point of view and expertise that can make an impact - even if you don't know it or believe it yet - a lot of people (myself included) - doubt their abilities, suffer from imposter syndrome, low-self esteem or low confidence. These are all lies you tell yourself - so YES, "fake it till you make it" - a cliche sure, but what I meant was to believe in yourself - even if you have doubts. Maybe not the most eloquent way of putting it - but hopefully you found something of value in the video. If there's something you were looking for that I didn't answer, let me know and I'd be happy to point you in the right direction or create some content.
Ive been an account manager for 6 years at a 50 mill a year aftermarket auto company. My job has gotten more difficult every year because corp. Doesnt believe in investing in their sales and marketing team. It really sucks the life out of u.
I'm so sorry to hear that @Surfmotor. I've been there and you're right, it drains you. Literally sucks your life force. I realised a few years ago that my values were no longer aligned with my employers and even though I'd been there 6 years too, I needed to move on. Hang in there. When the time is right to move, you'll know. In the meantime, I hope things improve.
like how... how do you have 32,571 views. HOW! WHYYY? .. My ears. stop make it stop. oh cool stop button. click. @itsreallymeiswear
Ha, I don't know how I got 32,571 views either! I suppose 32,570 of them found something useful.
If you're talking about the sound - well I know it's not the best - but good news - I bought a new microphone and figuring out how to make my videos better, so maybe if this one wasn't your cup of tea - another might.
What were you looking for that led you to this video