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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.

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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.

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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.

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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.

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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.

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Last Updated on May 7, 2021

Productivity Boost: How to start your day at 5:00 AM

Productivity Boost: How to start your day at 5:00 AM

I have been an early-riser for over a year now. Monday through Friday I wake up at 5:00 AM without hitting the snooze button even once. I never take naps and rarely feel tired throughout the day. The following is my advice on how to start your day (everyday) at 5:00 AM.The idea of waking up early and starting the day at or before the sunrise is the desire of many people. Many highly successful people attribute their success, at least in part, to rising early. Early-risers have more productive mornings, get more done, and report less stress on average than “late-risers.” However, for the unaccustomed, the task of waking up at 5:00 AM can seem extremely daunting. This article will present five tips about how to physically wake up at 5:00 AM and how to get yourself mentally ready to have a productive day.

Many people simply “can’t” get up early because they are stuck in a routine. Whether this is getting to bed unnecessarily late, snoozing repetitively, or waiting until the absolute last possible moment before getting out of bed, “sleeping in” can easily consume your entire morning. The following tips will let you break the “sleeping in” routine.

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Relocate your alarm clock.

Having an alarm clock too close to your bed is the number one reason people simply cannot get up in the morning. If your alarm clock is within arms reach of your bed, or if you can turn your alarm clock off without getting out of bed, you are creating an unnecessarily difficult situation for yourself. Before I became an early-riser, there were many times that I would turn off my alarm without even waking up enough to remember turning it off. I recommend moving your alarm clock far enough away from your bed that you have to get completely out of bed to turn it off. I keep my alarm clock in the bathroom. This may not be possible for all living arrangements, however, I use my cellphone as an alarm clock and putting it in the bathroom makes perfect sense. In order to turn off my alarm I have to get completely out of bed, and since going to the restroom and taking a shower are the first two things I do everyday, keeping the alarm clock in the bathroom streamlines the start of my morning.

Scrap the snooze.

The snooze feature on all modern alarm clocks serves absolutely no constructive purpose. Don’t even try the “it helps me slowly wake up” lie. I recommend buying an alarm that does not have a snooze button. If you can’t find an alarm without a snooze button, never read the instructions so you will never know how long your snooze button lasts. Not knowing whether it waits 10 minutes or 60 minutes should be enough of a deterrent to get you to stop using it.

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Change up your buzzer

If you use the same buzzer day in and day out, you begin to develop a tolerance to the sound. The alarm clock will slowly become less effective at waking you up over time. Most newer alarm clocks will let you set a different buzzer tone for the different days of the week. If you change your buzzer frequently, you will have an easier time waking up.

Make a puzzle

If you absolutely cannot wake up without repetitive snoozing, try making a puzzle for yourself. It doesn’t take rocket science to understand that the longer your alarm is going off, the more awake you will become. Try making your alarm very difficult to turn off by putting it under the sink, putting it under the bed, or better yet, by forcing yourself to complete a puzzle to turn it off. Try putting your alarm into a combination-locked box and make yourself put in the combination in order to turn off the alarm — it’s annoying, but extremely effective!

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Get into a routine

Getting up at 5:00 AM is much easier if you are doing it Monday through Friday rather than sporadically during the week. I recommend setting an alarm once that repeats everyday. Also, going to bed at about the same time every night is an important factor to having a productive morning. Learn how much sleep you need to get in order to not feel exhausted the following day. Some people can get by on 4-6 hours while most need 7-8.

Have a reason

Make sure you have a specific reason to get up in the morning. Getting up at 5:00 AM just for the heck of it is a lot more difficult than if you are getting up early to plan your day, pay bills, go for a jog, get an early start on work, etc. I recommend finding something you want to do for yourself in the morning. It will be a lot easier to get up if you are guaranteed to do something fun for yourself — compare this to going on vacation. You probably have no problem waking up very early on vacation or during holidays. My goal every morning is to bring that excitement to the day by doing something fun for myself.

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As I previously mentioned, I have been using these tips for a very long time. Joining the world of early-risers has been a great decision. I feel less stressed, I get more done, and I feel happier than I did when I was a late-riser. If you follow these tips you can become an early-riser, too. Do you have any tips that I didn’t mention? What works best for you? Let us know in the comments.

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