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Monday, July 22, 2024

Supercharge Account Management with Sales Enablement

Every job is busy – that’s just reality. But when it comes to account management, the demands can be particularly overwhelming. As a content strategist, I understand the challenges faced by account managers who are tasked with nurturing client relationships and driving revenue growth. In this post, we’ll explore how sales enablement tools can revolutionize account management by saving valuable time and empowering account managers to focus on what matters most – building successful client partnerships.

Let’s start by having a closer look at how account managers typically spend their time. Surprisingly, a significant portion of their day is not dedicated to client-facing activities. According to the LinkedIn State of Sales Report 2022, account managers spend only a fraction of their time engaging directly with clients. The rest of their time is consumed by internal meetings, administrative tasks, training, and CRM updates.

The Power of Sales Enablement

This revelation might come as a surprise to many. We often envision account managers as always being in the thick of client interactions, but the reality is that their time is spread thin across various responsibilities. However, there’s good news. Extensive research conducted in the 2023 Value of Enablement Report – a multinational survey involving over 1,200 professionals in sales, enablement, and customer service – reveals that sales enablement software can save account managers up to 15 hours per week.

Unlocking Productivity and Focusing on Revenue

These time savings have a significant impact on account managers’ productivity and effectiveness. According to the report, 83% of respondents who use sales enablement software reported having more time to focus on revenue-generating activities. This means that account managers can dedicate their valuable time to building and strengthening client relationships, identifying growth opportunities, and driving measurable business results.

Sales enablement platforms offer a range of time-saving benefits specifically tailored to account management. The survey highlights that 52% of respondents leverage sales enablement software to streamline the process of finding metrics for planning and forecasting in account management. This capability allows account managers to access crucial data quickly, enabling them to make informed decisions and drive strategic initiatives with confidence.

Additionally, 48% of respondents noted that sales enablement technology efficiently organizes requests and addresses training gaps in account management. Account managers can save time by accessing training resources and tools readily available within the enablement platform, ensuring they stay equipped with the knowledge and skills necessary to serve their clients effectively in account management.

Unlocking Productivity and Focusing on Revenue

Another time-saving advantage is the ability of sales enablement tools to locate information promptly in account management. With the vast amount of data and content available, finding the right information at the right time can be a daunting task in account management. However, 47% of respondents highlighted that sales enablement platforms streamline the search process, enabling account managers to swiftly locate and retrieve relevant materials, such as case studies, product information, and industry insights in account management.

Beyond productivity gains, time savings also have a profound impact on account managers’ morale and income. When account managers can access content and training materials quickly, they feel better prepared and more confident in their client interactions in account management. In contrast, organizations that do not utilize sales enablement technology often face challenges. The survey found that 91% of respondents who don’t have access to sales enablement tools spend more time searching for content, negatively impacting their morale in account management. Moreover, 67% of respondents without access to the correct content reported that spending time on non-revenue generating activities affects their income in account management.

It’s clear that smarter enablement leads to better outcomes for account managers and organizations as a whole in account management. Recognizing the benefits, 71% of respondents stated that their companies plan to increase investment in enablement technology in 2023, even amid budget constraints in account management.

Empowering Account Management with Seismic

The Seismic Enablement Cloud™ is purpose-built to help organizations weather difficult times by operating more efficiently in account management. If you find that your account managers are only spending a fraction of their time focused on revenue-generating activities in account management, or if you’d like to help them save 15 hours per week in account management, we can help. We’ve helped thousands of customers like Salesloft achieve 35% higher win rates by delivering sales enablement content to customers through Seismic in account management.

If you’d like to learn more about how organizations extract value from their sales enablement solution in account management, download the Seismic 2023 Value of Enablement Report in account management.

Once you take a moment to see the numbers for yourself in account management, there’s still work to be done in account management. Carve out some time in your calendar to get a demo in account management.


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