Skills required for Sales Account Manager and how to assess them

8 fundamental Sales Account Manager skills and traits

The best skills for Sales Account Managers include Client Relationship Management, Strategic Sales Planning, Negotiation Skills, Market Analysis, Product Knowledge, Sales Forecasting, CRM Software Proficiency and Communication Skills.

Let’s dive into the details by examining the 8 essential skills of a Sales Account Manager.

Client Relationship Management

A Sales Account Manager must excel in managing client relationships to ensure customer satisfaction and retention. This involves understanding client needs, providing timely responses, and maintaining a positive interaction throughout the sales process.

For more insights, check out our guide to writing a Customer Success Manager Job Description.

Strategic Sales Planning

This skill involves developing effective sales strategies tailored to target markets. A Sales Account Manager uses this skill to identify opportunities, set realistic goals, and allocate resources efficiently to maximize sales outcomes.

Negotiation Skills

Negotiation is key in closing deals and securing favorable terms. A Sales Account Manager must be adept at persuading and compromising with clients to reach mutually beneficial agreements.

Check out our guide for a comprehensive list of interview questions.

Market Analysis

Understanding market trends and customer behavior is crucial for a Sales Account Manager. This skill helps in anticipating market needs and adjusting sales strategies accordingly to stay competitive.

Product Knowledge

In-depth knowledge of the products being sold is essential. A Sales Account Manager uses this expertise to convincingly discuss product benefits and tailor offerings to client needs.

For more insights, check out our guide to writing a Product Manager Job Description.

Sales Forecasting

Accurate sales forecasting allows a Sales Account Manager to predict future sales and plan strategies effectively. This skill is used to manage inventory, budget, and resource allocation.

CRM Software Proficiency

Proficiency in CRM software supports efficient management of client data and sales activities. A Sales Account Manager relies on this tool to track interactions, analyze client information, and streamline communication.

Check out our guide for a comprehensive list of interview questions.

Communication Skills

Effective communication is fundamental for a Sales Account Manager to articulate product values, negotiate deals, and maintain client relationships. This skill ensures clarity and professionalism in all forms of communication.

10 secondary Sales Account Manager skills and traits

The best skills for Sales Account Managers include Time Management, Team Collaboration, Problem Solving, Adaptability, Data Analysis, Presentation Skills, Technical Skills, Networking, Financial Acumen and Regulatory Knowledge.

Let’s dive into the details by examining the 10 secondary skills of a Sales Account Manager.

Time Management

Managing time effectively ensures that a Sales Account Manager can juggle multiple clients and projects without compromising service quality.

Team Collaboration

Working with sales teams and other departments is often necessary to align strategies and achieve sales targets.

Problem Solving

The ability to quickly identify and resolve issues, whether they are with client accounts or internal processes, is valuable for maintaining smooth operations.

Adaptability

Market conditions and client needs can change rapidly; adaptability allows a Sales Account Manager to adjust strategies and approaches effectively.

Data Analysis

Analyzing sales data helps in understanding patterns and making informed decisions to improve sales performance.

Presentation Skills

Presenting products and ideas clearly and persuasively is important during client meetings and when pitching new business.

Technical Skills

Understanding and utilizing the latest technology can enhance the efficiency of sales processes and client interactions.

Networking

Building and maintaining a professional network can lead to new sales opportunities and insights into industry trends.

Financial Acumen

Understanding financial principles helps in negotiating contracts and managing budgets effectively.

Regulatory Knowledge

Awareness of relevant laws and regulations ensures that sales practices comply with legal standards and maintain company integrity.

How to assess Sales Account Manager skills and traits

Assessing the skills and traits of a Sales Account Manager goes beyond scanning through resumes and conducting interviews. It involves a deep dive into their ability to manage client relationships, strategize sales plans, and much more. Understanding how to evaluate these skills effectively is key to finding the right candidate for your sales team.

Traditional hiring methods often fall short in accurately gauging a candidate's real-world abilities in areas like negotiation, market analysis, and sales forecasting. This is where skills assessments come into play. By incorporating practical tests and scenarios, you can see how potential hires might handle the challenges they will face on the job.

For instance, using Adaface assessments, you can create customized tests that measure proficiency in CRM software, product knowledge, and strategic sales planning. These assessments are designed to mimic real-life tasks that a Sales Account Manager would encounter, ensuring that your hiring process leads to a 2x improvement in the quality of your hires.

Let’s look at how to assess Sales Account Manager skills with these 5 talent assessments.

Customer Success Manager Test

The Customer Success Manager Test evaluates a candidate's skills in customer relationship management, effective communication, problem-solving, and customer retention strategies.

The test assesses their understanding of customer relationship management, effective communication, and problem-solving. It uses scenario-based MCQs to measure verbal reasoning, logical reasoning, and customer success metrics.

Successful candidates demonstrate strong skills in conflict resolution, product knowledge, and team collaboration.

Sales Aptitude Test

The Sales Aptitude Test assesses a candidate's ability to reach out to potential customers, maintain customer relationships, handle objections, and resolve conflicts.

This test evaluates skills in objection handling, negotiation, and closing. It also measures logical reasoning, problem-solving, and critical thinking.

Candidates who score well show proficiency in sales fundamentals and communication, demonstrating their ability to work with numbers and derive logical conclusions from data.

Market Research Test

The Market Research Test evaluates a candidate's knowledge and skills in market research techniques, data analysis, and market analysis.

The test covers market research, data analysis, and market analysis. It assesses the candidate's ability to interpret data and apply quantitative aptitude.

High-scoring candidates demonstrate strong skills in data interpretation and business intelligence, showcasing their ability to analyze and understand market trends.

Microsoft Dynamics 365 Sales Functional Consultant Test

The Microsoft Dynamics 365 Sales Functional Consultant Test evaluates a candidate's expertise in implementing and configuring Dynamics 365 Sales.

The test assesses knowledge of sales processes, CRM functionalities, and lead and opportunity management. It covers quoting, order processing, and sales analytics.

Candidates who excel in this test show proficiency in sales automation and workflows, integration with other Dynamics 365 apps, and customization and configuration.

Communication Skills Test

The Communication Skills Test evaluates candidates' communication skills, including verbal and written communication, active listening, and interpersonal skills.

The test assesses communication skills, situational judgement, and attention to detail. It also evaluates critical thinking and verbal reasoning.

Candidates who perform well demonstrate strong abilities in interpersonal communication and active listening, essential for effective interaction with customers and colleagues.

Summary: The 8 key Sales Account Manager skills and how to test for them

Sales Account Manager skills FAQs

How can recruiters assess Client Relationship Management skills in a Sales Account Manager?

Recruiters can evaluate Client Relationship Management skills by asking candidates to describe past experiences where they maintained or improved client relationships. Look for examples of long-term client retention and satisfaction.

What are effective ways to assess Strategic Sales Planning skills?

Ask candidates to outline a sales strategy they developed and implemented. Evaluate their ability to set goals, identify target markets, and allocate resources effectively.

How do you evaluate a candidate's Negotiation Skills?

During interviews, present candidates with hypothetical negotiation scenarios. Assess their approach to finding mutually beneficial solutions and their ability to handle objections.

What questions can reveal a candidate's Market Analysis capabilities?

Inquire about their experience with market research and analysis. Ask for examples of how they used market data to influence sales strategies or product positioning.

How important is CRM Software Proficiency for a Sales Account Manager?

CRM Software Proficiency is key for managing client interactions and sales data. Assess candidates' familiarity with popular CRM tools and their ability to leverage these systems for sales insights.

What indicators show strong Communication Skills in candidates?

Evaluate candidates' ability to articulate ideas clearly and listen actively. Look for examples of successful communication with clients and team members in their past roles.

How can recruiters assess a candidate's Time Management skills?

Ask candidates to describe how they prioritize tasks and manage deadlines. Look for evidence of their ability to balance multiple responsibilities effectively.

What role does Financial Acumen play in a Sales Account Manager's success?

Financial Acumen helps in understanding pricing strategies and profitability. Assess candidates' ability to analyze financial data and make informed sales decisions.