Advertising
Advertising

How to Skillfully Scale Your Accounts

How to Skillfully Scale Your Accounts

It’s almost impossible to have a realistic playbook for managing the growth of certain accounts. Whether you’re scaling up or down, the changes can be unpredictable and may disrupt your traditional processes.

Finding a new routine will take time, effort, and possibly additional resources. As an account manager, you have tremendous pressure to keep clients happy and continue to be proactive in their business as you scale your services and support their business growth. It is a delicate balancing act which can drive you mad. And having to juggle all of these responsibilities may cause you to drop the ball at some of the most crucial times. However, below are a few tips to help you manage the process of strategically scaling your accounts.

Prioritize the day

Your working hours are limited, so use them wisely.

Advertising

One handy piece of advice would be to start mapping out your time almost down to the minute and assigning numbers to accounts that correspond to their level of importance.

This does not mean neglecting smaller accounts. Falling into a lazy routine with these accounts can cause you to miss opportunities to grow their revenue (and thus your own earnings) or to lose customers altogether.

Restructure your work

Account managers have an ever-increasing list of responsibilities. The top performers have seen success when they delegate some of their work out.

Advertising

For example, if you need to concentrate more on the relationship side of the accounts, then you can utilize another employee who might be better at project management. There is no adjusting to this change without experimentation, but the experimentation phase will be a critical time. Confusion or mistakes coupled with changes will make clients understandably nervous about their future. And because a business will always need to be ready to adapt, a high priority must be placed on how to work out the kinks to develop new systems and processes for dealing with problems.

Scale down select accounts

Don’t discount the process of scaling a business down or firing yourself from an account entirely.

By shrinking the scope of certain work arrangements, you free up time to allow you to either seek new business or strategically scale higher-potential accounts. At the same time, you will want to avoid over-servicing accounts just because your schedule is more flexible as the enthusiasm may be off-putting to a client.

Advertising

Navigate roadblocks

As a business expands, so do the layers of bureaucracy.

So, when you read news about one of your clients hitting a revenue milestone or getting a new round of financing, it may be the perfect time to initiate discussions about scaling your services with them. However, this must be done skillfully as growth can be both an exciting and tumultuous time for workers.

Though your contacts may have bigger budgets to purchase your products and recruit your services, they may need to start seeking additional approval from their supervisors and managers. When you deliver your first sales pitch, gather information about who the other decision makers may be and figure out what you can do to get their buy-in as well.

Advertising

Insist on a progressive timeline

It’s a big shock to the system if anyone jumps from spending $200 a month to $2,000, even when it is clear that doing so would be a wise investment. To help ease your clients into an aggressive spending spree, suggest slow increases to their budget over time. That way, they can go from spending $200 this month to $500 next month, $1,000 the month after, and finally $2,000 a month after 60 to 90 days.

This can alleviate a client’s anxiety as it mitigates their risk and gives you the opportunity to prove that they are making the right investment by purchasing your product or recruiting your services.

More by this author

Giving Gifts to Clients: How to Avoid a Generic Choice Should Your B2B Sales Team Use Video for Sales Calls? How To Future-Proof Your Website 5 Low-Touch Ways To Keep Sales Leads Warm When They Aren’t Ready To Buy 4 Compromises to Offer When Clients Ask For a Discount

Trending in Productivity

1 15 Best Organizing Tips For Office Organization and Getting More Done 2 50 Motivational Quotes for Work to Inspire Success 3 How to Take Notes Effectively: Powerful Note-Taking Techniques 4 15 Inspiring Journal Ideas to Set You up for Success 5 11 Organizational Skills That Every Smart Leader Needs

Read Next

Advertising
Advertising
Advertising

Last Updated on September 18, 2019

15 Best Organizing Tips For Office Organization and Getting More Done

15 Best Organizing Tips For Office Organization and Getting More Done

You may think that you don’t have time for office organization, but if you really knew how much time that disorganization cost you, you’d reconsider.

Rearranging and moving piles occasionally doesn’t count. Neither does clearing off your desk, if you swipe the mess into a bin, or a desk drawer.

A relatively neat and orderly office space clears the way for higher productivity and less wasted time.

Organizing your office doesn’t have to take days, it can be done a little at a time. In fact, maintaining an organized office is much more effective if you treat it like an on-going project, instead of a massive assault.

So, if you’re ready to get started, the following organizing tips will help you transform your office into an efficient workspace.

1. Purge Your Office

De-clutter, empty, shred, get rid of everything that you don’t need or want. Look around. What haven’t you used in a while?

Take one area at a time. If it doesn’t work, send it out for repair or toss it. If you haven’t used it in months and can’t think of when you’ll actually need it, out it goes. This goes for furniture, equipment, supplies, etc.

Advertising

Don’t forget about knick-knacks, plants (real or artificial), and decorations – if they’re covered with dust and make your office look shabby, they’re fair game.

2. Gather and Redistribute

Gather up every item that isn’t where it belongs and put it where it does.

3. Establish Work “Zones”

Decide what type of activity happens in each area of your office. You’ll probably have a main workspace (most likely your desk,) a reference area (filing cabinet, shelves, binders,) and a supply area (closet, shelves or drawers.)

Place the appropriate equipment and supplies are located in the proper area as much as possible.

4. Close Proximity

Position the equipment and supplies that you use most within reach. Things that you rarely use can be stored or put away.

5. Get a Good Labeler

Choose a label maker that’s simple to use. Take the time to label shelves, bins, baskets drawers. Not only will it remind you where things go, but it will also help others who may have a need to find, use, or put away anything in your workspace.

6. Revise Your Filing System

As we move fully into the digital age, the need to store paper files has decreased.

Advertising

What can your store digitally? Are you duplicating files? You may be able to eliminate some of the files and folders you’ve used in the past. If you’re storing files on your computer, make sure you are doing regular back-ups.

Here’re some storage ideas for creating a smooth filing system:

  • Create a meeting folder – Put all “items to be discussed” in there along with items that need to be handed off, reports that need to be given, etc. It’ll help you be prepared for meetings and save you stress in the even that a meeting is moved up.
  • Create a WOR folder – So much of our messy papers are things that are on hold until someone else responds or acts. Corral them in a WOR (Waiting on Response) folder. Check it every few days for outstanding actions you may need to follow-up on.
  • Storage boxes – Use inexpensive storage boxes to keep archived files and get them out of your current file space.
  • Magazine boxes – Use magazine boxes or binders to store magazines and catalogs you really want to store. Please make sure you really need them for reference or research, otherwise recycle them, or give away.
  • Reading folder – Designate a file for print articles and documents you want to read that aren’t urgent.
  • Archive files – When a project is complete, put all of the materials together and file them away. Keep your “working folders” for projects in progress.
  • File weekly – Don’t let your filing pile up. Put your papers in a “To File” folder and file everything once a week.

Learn more tips on organizing your files here: How to Organize Your Files for Better Productivity

7. Clear off Your Desk

Remove everything, clean it thoroughly and put back only those items that are essential for daily use.

If you have difficulty declutter stuff, this Declutter Formula will help you throw away stuff without regretting later.

8. Organize your Desktop

Now that you’ve streamlined your desktop, it’s a good idea to organize it.

Use desktop organizers or containers to organize the items on your desk. Use trays for papers, containers for smaller items.

Advertising

Don’t forget your computer desktop! Make sure the files or images are all in organized folders. I’d recommend you clear your computer desktop everyday before you leave work.

9. Organize Your Drawers

Put items used together in the same drawer space, stamps with envelopes, sticky pads with notepads, etc.

Use drawer organizers for little items – paper clips, tacks, etc. Use a separate drawer for personal items.

10. Separate Inboxes

If you work regularly with other people, create a folder, tray, or inbox for each.

11. Clear Your Piles

Hopefully with your new organized office, you won’t create piles of paper anymore, but you still have to sort through the old ones.

Go through the pile (a little at a time if necessary) and put it in the appropriate place or dump it.

12. Sort Mails

Don’t just stick mail in a pile to be sorted or rifle through and take out the pieces you need right now. Sort it as soon as you get it – To act, To read, To file, To delegate or hand off. .

Advertising

13. Assign Discard Dates

You don’t need to keep every piece of paper indefinitely. Mark on files or documents when they can be tossed or shredded.

Some legal or financial documents must be kept for specified length of time. Make sure you know what those requirements are.

14. Filter Your Emails

Some emails are important to read, others are just not that important.

When you use the filter system to label different types of emails, you know their priority and which to reply first.

Take a look at these tips to achieve inbox zero: The Ultimate Way to get to Inbox Zero

15. Straighten Your Desk

At the end of the day, do a quick straighten, so you have a clean start the next day.

Bottom Line

Use one tip or try them all. The amount of effort you put into creating and maintaining an efficient work area will pay off in a big way.

Instead of spending time looking for things and shuffling piles, you’ll be able to spend your time…well…working and you’ll enjoy being clutter free!

More Organizing Hacks

Featured photo credit: Alesia Kazantceva via unsplash.com

Read Next