Part of the remit of an ops leader is to ensure they’ve got the right people, in the right place.
Ops leaders need to be masters of all trades, but should the same be expected of our team members?
In many agencies, account managers handle sales, client relationships, AND project management. However, this hybrid role often leads to trade-offs.
Everyone’s got their own strengths and preferences – and these responsibilities seemingly require very different personality types.
A great sales person might struggle with rigorous project management, resulting in issues like over-servicing. While an exceptional project manager might struggle with developing a sales pipeline, leading to stress, missed targets, and a shallow pipeline.
So, should these roles be separated?
We’ll explore this with our guest, Jenny Plant. With over 20 years of experience in agency account management, Jenny founded her consultancy, Account Management Skills, to share sales training skills with account managers.
Jenny will share:
- The pros and cons of separating account and project managers
- What value agencies seek in their account managers
- How sales training can improve client relationships, retention and business growth
Follow Jenny on LinkedIn: https://www.linkedin.com/in/jennyplant/
Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/
Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.
