Creating Your Sales Force That Never Stop Selling Your Product Or Service!

Sales Vs Account Manager

There is a BIG difference!

Do you know it?

A Salesperson is somebody who can make Cold-Calls (Action Calls as we say at Make Your Mark) and can actively get out there, establish and build relationships and sell. When you are interviewing for a top notch salesperson you should be asking them if they love Action Calling and getting out and meeting people. Many times we hire a salesperson to look after existing accounts that we have in our businesses and wonder why they are not going out and Action Calling? It’s because they are  account managers or executives that only like to look after established accounts or connections – they do not like starting relationships… it’s often just not their thing and that’s okay!

Great salespeople are like hunters looking for the next opportunity and will jump on the internet and look for places where their ideal prospects hangout and go out without any fear to meet them, build relationships and sell their products.

You have to decide when you hire somebody for a sales role if you are hiring an account manager to look after your existing accounts or a salesperson who knows what it takes to establish new accounts. Both are very important to business, yet it fascinates me how many business owners hire what they believe to be a top notch salesperson and they really are only  a glorified account manager.

One can definitely support the other, just make sure you are very clear about the position and role that you are hiring for.

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Author: Colin Sprake is the CEO of Make Your Mark, a Canadian company of live seminars, online entrepreneur academy and live accountability groups that have helped 10,000’s of Entrepreneurs achieve rapid results in small business growth and development. Colin is a best-selling author of ‘Entrepreneur Success Recipe’ and trains for BMO, Sun Life Financial, Scotia Bank, T.D. Bank and lives by the tagline Business With Soul – putting heart back into business!