Send me a personal email to sydney(at)elearnhero.com if you have any questions
The account management track
Account manager are responsible for:
- Connecting the business with customers
- Maintaining a good relationship with clients
- Reach quotas and reporting to higher management
Businesses rely on the ability of the account manager to find client’s needs in order to coordinate technical and marketing aspects of the company. You’ll need to have strong capabilities to build build relationships and be able to listen and understand what your client needs.
This track is a guide for those who want to become account managers. We’ll show you what you need to be better qualified for the job. We are also always improving and updating the track with new material and content. Don’t hesitate to sign up for our newsletter at the end of this page to stay updated.
Introduction to account management
Account manager need a set of skills to be successful, so we’ll cover them. In this track, no one else is responsible for your learning than you. In this course, you’ll:
1) Learn by doing. Do first, then look at the theory. It’s how you’ll learn the best and the fastest
2) Learn by yourself (create independence) and be self-reliant. You’re learning because you want to, not because someone tells you to-
3) Gain confidence! You’ll receive no diploma, but you’ll have a nice portfolio of skills to show. The market doesn’t need diplomas, it needs skills!
Note: This course is not a checklist, it’s a guide. It is made for complete beginners, but you are flexible to use it as you want.
- Account manager positions
- Key account manager
- Starting your own business
Account manager have a privileged link to key clients that runs a company. With the strong relationships created with the client, It is not rare that manager keep their clients even when changing company
Careers in Business development
With Business development expertise, you’ll be qualified for many jobs. It includes:
- Business development positions
- Business development team lead positions
- Business development manager
- Founder of your company
In business development you are the sole responsible for your personal growth. If you are successful in your job you’ll automatically be given more responsibilities. On the other side, if you don’t achieve your goals, you won’t have much job security.
Skills you’ll get
In order to be a great account manager you will also need to add the relevant technical skills or know how of the relevant industry you’ll want to work in. Here are some of the other skills you’ll want to acquire:
- Networking and interpersonal skills
- Sales skills, goal setting and knowing the sales funnel
- Art of negotiation
- Leadership and business skills
- Managing your time and getting things done
- Public speaking skills
You will learn more by sharing with other people from the same profession. We highly recommend to get involve in those communities and participate as much as you can. You shouldn’t see other account manager as competitors but people that will help you being better at your job.
Meetups — Check out the communities on Meetup.com. Get together with other account manager enthusiasts and learn from each other!
Facebook — Check in your network if anyone is an account manager and hang out with them to ask them questions. There are sometimes group you can also join in.
LinkedIn — This group has 188,000 members. Join some groups in LinkedIn and share with other account manager enthusiast.
- Assistant.to : schedule meeting easily
- Yesware // gmail canned response: Email template tools
- Grammarly: Grammar and spelling check
- Boomerang: Follow up with people who haven’t answered you
- Rapportive: Get Linkedin profiles and their email addresses right in your inbox
Organize and collaborate
- Google drive: Excel, Powerpoint, Word free online.
- Dropbox: Share files and get 2GB free storage
- Evernote: Workspace of your life’s work
Personal time management
Getting things done: Read the book!
If you want to join a startup or a digital company (most companies are getting digital), you should always stay updated about the latest news and trends. Here is a small list of blogs and tech news. I suggest you make your own research about sites that will be relevant to your industry.
- The Verge: Technology, science, art and culture
- Wired: “Future technology trends”
- VentureBeat: News and perspective about tech innovations
- The Next Web: Internet technology, business and culture
- TechCrunch: Latest technology news and information
Re/ code: independent tech news
Here are some of the resources I use on a weekly basis:
- Growth Hackers: Crowdsource tips on growth
- Email sales template: 101 sales email template from this blog post
- Lynda: Online courses on any topic
How to become an account managerAccount management is for people that have a genuine passion for building long term relationship. Great account manager are the one who can find out what a client needs and take relevant action to pursue it. To become an account manager you should as well be able to positively influence people within your company so that to align their work with customer’s need.
“The more you engage with customers the clearer things become and the easier it is to determine what you should be doing.” – John Russell, President, Harley Davidson
A comparative study found that key account used to represent 23% of a business in 1975 to 60% currently. Account manager is a popular job you can become part of.
#1 Read this book:
#1 Read the book
#2 Learn about the 9 principles
#3 Pay special attention to the Listening chapter and apply it to your daily life.
If you liked this book I’ve also listed 20 business book worth reading. Here is the list.
#2 Sales class from Lynda
#1 Take the class apply the 4 principles from Jeff.
Sales classThrough Lynda
#3 Make a change in your local community
If there is no club you feel you would like to be part of. Go and get a job at a local shop or restaurant, gather feedback from the clients. With feedback you’ll gather information about what people would like to have or how you could improve their experience.Share it with your boss. Bosses tend to like structure and simple explanations. Present your information in such as way, and you’ll be able to make an impact.
Make sure that you remember your clients name and their favorite taste so next time they come you could advise them on what they could like and upsell them towards more diversified products or services.
#1 Use and apply the tips and techniques from the TED talk. Make it a priority to use RASA on a daily basis.
#2 Get involved in a club, or in your local community and try to make a change from members feedback.
#4 Public speaking class
#1 Go to networking events close to where you live (such as tech events) so that you can meet and connect with people that work in companies that attracts you. Meetup and Eventbrite have great selection of event.
#2 Meet people and inspire them so they will remember you.
#3 Get them to refer you for a job in the company they work for.
Public speaking classThrough Lynda
Public speaking classClick here and get access to the Lynda course and get 14 day trial
#5 Negotiation skills
In the following course you should learn about:
- Relationship building
- Best Alternative to a Common agreement
- How stretch goals can help you be a better negotiator
- Unconventional way of negotiating
#1 Go through the course
#2 Invest in yourself and Read Getting to Yes written by Roger Fisher and William L. Ury.
#3 Negotiate at least one thing you buy every day.
Note here that it is possible to negotiate in established store. You’ll be surprised.
#4 Keep a memo of all the techniques you used and the one that worked for you.
#7 Learn about customer loyalty
Have you heard about the 80/20 rules? This rules states that 80% of your revenue comes from 20% of your clients. Knowing how to identify this 20% and create more value for them will make you business more meaningful and profitable.
#1 Take the course
#2 If you work in a shop // restaurant // business find out who are your key customers and make an excel sheet to see how much the represent of the total revenue.
#3 Learn from your best customer behavior. See how you can increase value for them and make it easy for them to try your new products.
#4 Learn how to gather feedback and start applying the principles.
Customer loyalty classThrough Lynda
Customer loyalty classClick here and get access to Lynda 14 day trial
#8 Get the tools to be more efficient
#1 Update your LinkedIn profile. You can add the skills you are getting in this track
#2 Try and use extensions I have listed in the browser extension post.
#9 Analytical skills
“if you torture data long enough, it will confess” Ronald H Coase.
#1 Know how to use Excel and use it in you work. Great Excel tutorials can be found here.
#2 Gather as much data about a particular business and try to identify with pivot tables who are the key customers and how much they bring to the business.
#10 Start applying for jobs
There are two ways to talk to the right person in a company.
#1 is going to network events and getting to know one person from the company that can introduce you to the HR department, the CEO or other senior managers.
#2 is getting the HR manager or the CEO’s email or phone in order to reach out to that person directly. Also, make your research to know as much as possible about each company you’re applying for.
Knowing everything about the company you want to apply for is a huge time saver. First you’ll realize if you want to work for the company.It will also set you apart from other applicants because you will have something relevant to say.
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