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How to Skillfully Scale Your Accounts

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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 October 21, 2021

How to Create Your Own Ritual to Conquer Time Wasters and Laziness

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How to Create Your Own Ritual to Conquer Time Wasters and Laziness

Life is wasted in the in-between times. The time between when your alarm first rings and when you finally decide to get out of bed. The time between when you sit at your desk and when productive work begins. The time between making a decision and doing something about it.

Slowly, your day is whittled away from all the unused in-between moments. Eventually, time wasters, laziness, and procrastination get the better of you.

The solution to reclaim these lost middle moments is by creating rituals. Every culture on earth uses rituals to transfer information and encode behaviors that are deemed important. Personal rituals can help you build a better pattern for handling everything from how you wake up to how you work.

Unfortunately, when most people see rituals, they see pointless superstitions. Indeed, many rituals are based on a primitive understanding of the world. But by building personal rituals, you get to encode the behaviors you feel are important and cut out the wasted middle moments.

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Program Your Own Algorithms

Another way of viewing rituals is by seeing them as computer algorithms. An algorithm is a set of instructions that is repeated to get a result.

Some algorithms are highly efficient, sorting or searching millions of pieces of data in a few seconds. Other algorithms are bulky and awkward, taking hours to do the same task.

By forming rituals, you are building algorithms for your behavior. Take the delayed and painful pattern of waking up, debating whether to sleep in for another two minutes, hitting the snooze button, repeat until almost late for work. This could be reprogrammed to get out of bed immediately, without debating your decision.

How to Form a Ritual

I’ve set up personal rituals for myself for handling e-mail, waking up each morning, writing articles, and reading books. Far from making me inflexible, these rituals give me a useful default pattern that works best 99% of the time. Whenever my current ritual won’t work, I’m always free to stop using it.

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Forming a ritual isn’t too difficult, and the same principles for changing habits apply:

  1. Write out your sequence of behavior. I suggest starting with a simple ritual of only 3-4 steps maximum. Wait until you’ve established a ritual before you try to add new steps.
  2. Commit to following your ritual for thirty days. This step will take the idea and condition it into your nervous system as a habit.
  3. Define a clear trigger. When does your ritual start? A ritual to wake up is easy—the sound of your alarm clock will work. As for what triggers you to go to the gym, read a book or answer e-mail—you’ll have to decide.
  4. Tweak the Pattern. Your algorithm probably won’t be perfectly efficient the first time. Making a few tweaks after the first 30-day trial can make your ritual more useful.

Ways to Use a Ritual

Based on the above ideas, here are some ways you could implement your own rituals:

1. Waking Up

Set up a morning ritual for when you wake up and the next few things you do immediately afterward. To combat the grogginess after immediately waking up, my solution is to do a few pushups right after getting out of bed. After that, I sneak in ninety minutes of reading before getting ready for morning classes.

2. Web Usage

How often do you answer e-mail, look at Google Reader, or check Facebook each day? I found by taking all my daily internet needs and compressing them into one, highly-efficient ritual, I was able to cut off 75% of my web time without losing any communication.

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3. Reading

How much time do you get to read books? If your library isn’t as large as you’d like, you might want to consider the rituals you use for reading. Programming a few steps to trigger yourself to read instead of watching television or during a break in your day can chew through dozens of books each year.

4. Friendliness

Rituals can also help with communication. Set up a ritual of starting a conversation when you have opportunities to meet people.

5. Working

One of the hardest barriers when overcoming procrastination is building up a concentrated flow. Building those steps into a ritual can allow you to quickly start working or continue working after an interruption.

6. Going to the gym

If exercising is a struggle, encoding a ritual can remove a lot of the difficulty. Set up a quick ritual for going to exercise right after work or when you wake up.

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7. Exercise

Even within your workouts, you can have rituals. Spacing the time between runs or reps with a certain number of breaths can remove the guesswork. Forming a ritual of doing certain exercises in a particular order can save time.

8. Sleeping

Form a calming ritual in the last 30-60 minutes of your day before you go to bed. This will help slow yourself down and make falling asleep much easier. Especially if you plan to get up full of energy in the morning, it will help if you remove insomnia.

8. Weekly Reviews

The weekly review is a big part of the GTD system. By making a simple ritual checklist for my weekly review, I can get the most out of this exercise in less time. Originally, I did holistic reviews where I wrote my thoughts on the week and progress as a whole. Now, I narrow my focus toward specific plans, ideas, and measurements.

Final Thoughts

We all want to be productive. But time wasters, procrastination, and laziness sometimes get the better of us. If you’re facing such difficulties, don’t be afraid to make use of these rituals to help you conquer them.

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More Tips to Conquer Time Wasters and Procrastination

 

Featured photo credit: RODOLFO BARRETO via unsplash.com

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