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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Do you feel like you have a good sense of client satisfaction?
there could be several reasons for non-growth, but a few have to do with the seller: the chemistry between the people, understanding of the account's biz, and ability to connect solutions to real issues. So if you feel like changing the seller will change one of these then it's worth the experiment, if not, then maybe there is something else going on.
It's tough without knowing additional factors. You want to prevent customer churn over growth in my books and if flipping AMs regularly will hurt your relationship, then it's probably not worth it.
I think you have to evaluate how the customer is feeling with the AM and if there are true upsell opportunities with the account before making a switch
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.
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.
I would want to understand if we are delivering recurring impact based on the expectation that the customer had the product was sold. If you are delivering recurring impact, then upsell/cross-sell should be happening. If not, then it would be a performance issue with the AM.