Sales Account Managers Don’t Have to Come From Sales Ranks

Jun 28,
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This article discusses why it is no longer necessary for Sales Account Managers (SAMs) to come from solely sales backgrounds. According to the authors, SAMs are responsible for the complex interactions between product, sales, and marketing teams, but the traditional backgrounds of sales-dedicated personnel are no longer suitable for this all-encompassing role. Instead, those who have the right skillset and knowledge should be hired, regardless of their professional background. They must however still be able to understand customer needs and be sensitive to the competitive landscape. The authors list several different factors that need to be considered when hiring for a SAM position, stressing the importance of their role in customer relationships and satisfaction.