EVALUATION PRODUCTS

Account Management

Critical Account Management

The key to customer retention is strong customer relationships, but growing competition, technological innovation and constant improvements in services and products mean that customers are constantly being pulled in different directions.

This makes it more important than ever for your account management team to nurture and strengthen customer relationships. Acquiring new customers is important, but retaining existing customers is crucial.

Account managers need to offer more than knowledge of products, market conditions, technological developments and the competition. They must also understand people and all the influences, personalities, politics and personal priorities that define them.

Your account managers are the key to satisfied customers and profitable long-term relationships. Silent Edge can help them achieve their full potential.

How THE Evaluation is carried out

We start by pinpointing  the strengths and weaknesses of your account managers.  Using the principles of Critical Hour Evaluation, we make an independent and objective quantitative assessment of each manager’s performance.

Before being observed in live meetings, each account manager answers an additional set of questions, specific to the account management role. This helps Silent Edge gauge their working processes and their understanding of their professional disciplines.

The evaluation produces a detailed, objective and concise picture of

• each account manager’s performance
• trends across the team and
• barriers in the sales process.

A development plan for each ACCOUNT MANAGER

Account Manager Evaluation is especially valuable as the basis for development plans for each salesperson – his or her personal route to stronger sales performance. It produces a clear plan for each salesperson, illustrating exactly what they need to do to improve – and therefore earn more money. This has a galvanising effect on their motivation.