Before we dive into the article, here’s an icebreaker: as a Sales Development Representative, do you have a working relationship with your Account Executive?
A successful sales process is built upon the sales team and strong B2B partnerships between the SDRs and AEs. Similarly, client relationships are as important. By making an effort to understand their business and challenges from their perspective, you’ll be able to provide them with tailored solutions that meet their needs — which, again, will result in more sales for you.
By continually pushing yourself to grow and develop as an individual, you’ll become even better at what you do, setting yourself up for even more success. So what are you waiting for? If you want to improve your sales skills and results, start putting these three tips into practice today!
But first:
What’s the difference between an Account Executive and an Account Manager?
Both account executives and account managers are responsible for cultivating relationships with clients and ensuring their satisfaction. However, there are some key differences between these two roles.
Account executives are focused on sales, which means they are responsible for generating new business prospects and meeting sales targets. In contrast, key account managers are focused on key account management — AEs are responsible for maintaining existing relationships and ensuring that clients are happy with the products or services they have received.
Often, account managers have a more strategic role than account executives. They work closely with other departments to ensure that client needs are met and that the company provides high-quality service. In short, account executives focus on bringing in new business, while account managers focus on keeping existing businesses happy.
3 things to check on to build a strong relationship with your Account Executive
Are you a lead feeder or a collaborator? Do they care about your growth? Does it feel like they’re on your side? Whether you’re a seasoned salesperson or new to the trade, these will be applicable for you to take action TODAY.
1. Do they treat you only as a lead source or mentor you?
Many companies focus solely on acquiring new leads rather than developing the skills of their existing employees. This can often result in a feeling of being undervalued or unappreciated.
When you’re working with a team, it’s important that you feel like you’re being treated as more than just a lead source. Your skills and progress should directly influence their pipeline, and they should be coaching you and sharing their own expertise. If they’re not, you need to command this — you deserve it!
Here’s how:
“I want to be better at X skill. If I do, I imagine a Y% increase in conversion + opportunities. I have a few ideas and want your input and guidance.”
By asking for their help, you’re showing that you’re committed to improving your skills, which will, in turn, improve their pipeline. And by being specific about what you need help with, you’re giving them the information they need to be able to provide that help.
2. Do you actually know them? Is there a relationship?
You likely interact with them on a daily basis. So why not make the most of it and get to know them better? Doing so can help build a strong relationship that can make your work life more enjoyable.
Here’s how:
Book 15 minutes at the start or end of the day on a Friday or other less busy day. Bring some questions to learn about them. Ask about their career path, their daily life, and what their plans are. If you’re stuck for questions, ask them, “what’s one thing you wish more people would ask you about?” We guarantee you’ll get some interesting answers.
Getting to know your AE doesn’t just have to be a one-time thing. Make it a habit of checking in with them regularly, and you’ll soon build relationships that will make your lives easier.
3. Do you help with direction and planning?
A good AE will listen to your input (no matter how much experience in sales you have) and use it to help make the best decisions for the account. However, it is important to remember that the AE is ultimately responsible for the direction and planning of the account.
If you disagree with the plan, why are you doing it? Collaborate with the AE to give your input on what you think. An AE doesn’t hold all the knowledge, and you’re on the front lines. Validate your input.
Here’s how:
Come with a plan. Don’t simply disagree — tell them why and what you think the resolution could be. Share your concerns and provide constructive suggestions for how to improve the situation. Even if you’re wrong, it gives your AE another perspective.
BD Paths’ Takeaway
We assure you that the relationship-building benefits here will have a tenfold effect. You won’t only have a closer executive relationship, but you’ll command more respect and have a stronger position when it comes time for you to transition roles.
By building deeper relationships with your clients, you are guaranteed to see an uptick in sales. Why? Because people buy from those they know, like, and trust. If you can be that person for them — the one they turn to when they need help or advice — then you’re well on your way to becoming their go-to salesperson.
Not only that, but 1 + 3 will force you to consider your own perspective, give ideas, and push further forward as an individual. This is your call to take action. Even if you do all 3 of these, the conscious effort to improve is necessary for sales. This is your reminder. Now go do it.