A software firm recruiting for sales/account managers
Account and sales management seem to share many of the same characteristics. On the surface, the two teams can often be seen working together, and they both have very similar end goals: build relationships and increase revenue. Though the two roles may sometimes be combined into one, depending on the size and resources of the company, the natures of their work differ abundantly in their approach to customers. Sales closes deals and brings in new clients; account management nurtures and helps them reach their full potential.
Different responsibilities call for a varying set of skills and traits. A typical salesperson may include qualities of high competitiveness, reactivity, and extroversion. However, a position in account management (despite being a people-facing role that’s very much alike) requires more of a diplomatic and organised nature to cultivate existing relationships.
This 25-year-old software company had witnessed the stages of digital transformation that progressively changed the world. They are veterans in their field with over 400 employees, but recruiting the best fit for the role wasn’t exactly their forte. Unaware of the differences in the profile of a sales and account manager, the company had always recruited their account managers the same way they would a salesperson, which they now believe could possibly be the reason behind its increasing turnover.
Prevue’s evidence-based assessments, as well as expertise in building customised benchmarks, were exactly what the company needed to match the right people to the right roles. The goal was to build a job profile that recognises the position’s core qualities. With that in mind, our benchmark specialists conducted both a Job Description Survey with its managers, and a Concurrent Study with its top performers for optimal accuracy.
Prevue’s assessment suite was designed to help employers like them make valid, reliable, and fair recruitment and selection decisions. Along with an accurate benchmark, the company was able to discover compatible talents that fit both roles, without falling victim to any type of subconscious bias.
Since adopting Prevue, they have made a number of successful appointments, and experienced the following improvements:
- 3% increase in average client retention revenue
- 3% decrease in turnover year over year
- Decrease in overall customer complaints
- Increase in efficiency within the team
“We know our strengths and weaknesses, and we’re here to improve ourselves. Prevue did a great job not only of helping us reach higher potential but of educating us about what we don’t know. We’ve never had a more coordinated team and we are very satisfied with their performance.” CEO
Reproduced with permission, Published by Prevue HR Systems Inc. © 2019
