This video goes over five keys to being a good account executive. You're going to have a better understanding of what these keys are and how to improve in each one to become a better sales performer yourself.
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0:00 - Introduction to How to Be a Good Account Executive
0:41 - Key #1: Get organized
Ultimately, if you're not organized, it'll become really difficult for you to hit your quota. If you don't know what's on your calendar or in your emails, then you're not going to be able to be effective. Account executive relies on their meetings in order to actually sell their product.
In order to be a top performing account executive, you need to be on top of every single conversation that you're having. Whether that's actually on the phone at that exact moment that you're talking to your prospect or just in every single email exchange that you're having with your prospects.
Remember: Conversations lead to sales opportunities.
1:55 - Key #2: Know your key sales metrics.
The difference between the reps that I've coached that have only had a couple hundred thousand dollar years versus the ones that brought in over a million in sales came down to the fact that they knew how many meetings they had to take to hit their number.
You need to understand how many emails you're getting on average to get opened, how many clicks or replies you're getting from each of your campaigns and how many book meetings you're getting from every single hundred contacts that you reach out to. Once you understand your metrics, you can work backwards on your quota.
The reason is simple.
If your open rates are really good, but you're simply not reaching out to enough people every week to hit your booked meetings number, then there's no possible way that you would ever hit your quota.
4:07 - Key #3: Always put your needs and goals second.
Always put your prospect's needs and goals above yours.
You should be so focused in providing so much value to your prospect that naturally they're going to want to do business with you.
In coaching my team, the top performing account executive always outperformed others because they were willing to put their needs second to their prospects.
5:26 - Key #4: Ask for feedback regularly.
One of the best ways to grow in sales is simply through practice.
Getting more reps in will improve your ability to deliver your pitch, make transitions and rapport built with your prospects. This means that you have to build feedback loops for yourself.
The lowest hanging fruit approach to this is to simply ask your manager or your coworkers for feedback on your sales process.
7:59 - Key #5: Harness your Mamba Mentality.
This was Koby Bryant's mindset when it came to how he approached the game and every facet of the game. Throughout his career, Kobe was a tireless worker on and off the court.
Focus on improving just 1% every single day, because if you do so, you're going to grow more than three times within a single year. Now, this is a lot easier than set and it will reflect in your actions more so than your words.
A lot of sales reps struggle to follow a good year with a great year. And the reason simply is because they rest on their laurels.
They no longer pay as close attention to the small details like when they need to send certain emails to follow up or just listening to the needs of a prospect in a discovery conversation.
Try to improve day in and day out because if you're not learning, you're not growing.
9:21 - Two Big Takeaways to Remember:
1. Work on your self-awareness.
2. Stay on top of your systems.
✍️ COMMENT BELOW:
What do you think makes a good salesperson?
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Disclaimer: Grow with Will does not provide tax, legal, or accounting advice. This video, and the ideas presented in it, are for informational purposes only, and is not intended to provide, and should not be relied on for, tax, legal or accounting advice.