podcast |
November 14, 2016
How to Start Hiring “A” Player Account Managers
By:
Today’s topic is how to identify an “A” Player profile for an account manager. Joining us today is Lloyd Wirshba the Chief Commercial Officer for Convergys. It’s likely you spoke with someone from Lloyd’s company the last time you contacted a customer service center. Convergys is the largest business process outsource company for contact center services in the United States. With well over 130,000 contact center agents, they are a powerhouse for voice, chat, and more.
Lloyd and Greg discuss how to determine the best profile for an account manager. Why is this important? “A” players generate 5x more revenue than “B” players and 10x more than “C” players.
If you are relying on the heroic efforts of a few, eventually, it will catch up to you and you will miss your number. Hiring “A” players starts with knowing what great looks like. Listen as Lloyd describes the attributes and competencies that buyers value in account management talent.
It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
In the first part of the show Lloyd discusses the growth of his industry and the corresponding impact on the hiring profile. Lloyd ties the need for top talent in a B2B environment. His sales force needs A-Players who understand the dynamics of the industry and challenges impacting the buyers.
Executives without a sales background sometimes have a misconception that a great product will sell itself. There’s a belief that a company with a great product can get by with an average sales force. Greg and Lloyd dispel this thinking for a complex b2b sales process. B and C Players simply can’t project the eminence to give your prospect confidence that your company can add value to their business. This requires expertise in attracting, evaluating, hiring, onboarding and retaining A-Player talent.
During the interview, Lloyd answers these questions:
Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:
Is your sales team spending too much time doing other things besides selling? Do you feel like you c...
For many B2B companies, the effort to continually maintain and improve their products has become too...
It’s September. You and the rest of the executive team are beginning to think about next year&...
Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are ...
Have you found that your revenue trends haven’t increased with your sales expense? Are you wai...
Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing wi...
Technology companies are years ahead of any other industry when it comes to leveraging data to infor...
As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress o...
© 2017 Sales Benchmark Index (SBI)
A Business Strategy Consulting Company
2021 McKinney Avenue, Suite 550
Dallas, TX 75201
European HQ
© 2018 Sales Benchmark Index (SBI), B.V.
A Business Strategy Consulting Company
Cornelis Troostsraat 29
Amsterdam, The Netherlands
1072JA