Do you think this is a good idea? If an account manager has an account for 12 months but doesn't grow the account/upsell, then it moves to another AM. Would you try this?
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CSO in Software7 months ago
Find the root cause. What do you sell? What does your sales engagement and sales pursuit framework look like? What type of deals do you typically do (e.g. b2b complex, b2b transactional...)? What sales disciplines do you employ? As a sales excellence advisor, let's to a health check of your seller engagement and pursuit model. Let's identify, define, and baseline the skills needed (at a granular level) for success, gaps, and remediation.Managing Partner in Software7 months ago
This should not be black and white, as there can be a lot of nuance to the "why". Maybe they inherited the account and it needed nurturing. Maybe they have all of the TAM that they can get in this account. I would not be opposed to shifting accounts (no more than every 12 months) but would want to understand the background and weigh the pros and cons of a new AM assignment.CEO in Software7 months ago
It's difficult, because you don't want to give your customers whiplash. If you have a way to determine why there hasn't been growth, and can tie it to under performance, it makes more sense to manage that individual up or out, versus roll out mass account shuffling. Enterprise SaaS Deal Coach in Software7 months ago
Maintain a dedicated rep for each client for the first year after purchase to foster upsell, ensure customer success, and secure renewals. This rep should actively pursue new opportunities within the account. If no new opportunities are identified, assign a different rep or customer support team to drive further expansion and renewals.
This is not a decision to make "top down" but instead to do this collaboratively with the account manager. See what they recommend. A change of an AM can refresh an account and opportunities, it is true. It can also have the opposite effect. It is critical to understand what is behind the lack of upsells. But there is no general "yes" or "no" to your question.