The Skills of High Performing Account Managers

Which skills distinguish high-performing account managers from their low-performing counterparts?

The ideal skill set is broad and comprehensive. It includes awareness of customers’ goals, a wider network of internal and external contacts and better use of information resources.

Michael Hutt, Beth Walker, Ajith Kumar of Arizona State University and Gabriel Gonzalez of Colorado State University analyzed the skills of 58 account managers in a study sponsored by Yellow Corporation.