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.
The sample used for this study was drawn from the United States, Canada and Puerto Rico and included 19 high performers, 19 average performers and 20 low performers. This classification of performance was based on 2000 revenue and profitability achieved.
