The Account Manager success guide: 3 ways new tech can enrich your stakeholder engagement
As Key Account Management strategies take the world of Pharma by storm, you’ve been asked to sell in a new way. You might even have a new methodology to support it. So far, so good.
But it’s hard to manage your planning and outreach in the world of Pharma without the tech to take you all the way. Without the right tools, the best laid plans can only go so far.
This blog delves into three ways you can take your stakeholder engagement from good to great. Spoiler alert: It’s all underpinned by a light-touch CRM tool that makes your strategy scalable, efficient and more successful — all without adding to your workload.
1. Find a tangible way to measure success
Without a solution tailored to stakeholder engagement in Pharma, it can be difficult to have total visibility over your accounts.
If you’re still stuck logging critical information in unsuitable places such as Excel, it’s probably tricky to see where you’re winning and where you’re stalling. It’s also difficult to capitalize on any successes by spotting where you can refocus your efforts. In short, if you can’t see where you and your team are at, it’s hard to step things up.
With a tool like CX1™ designed to keep track of everything related to your pipeline and accounts, you’ll have a tangible way to keep on top of when things are going well, and how success can be repeated — and you’ll have the data to prove it.
By automating many of the repetitive tasks account managers usually find time consuming, CX1™ can speed up the process of managing and providing multiple complex accounts and opportunities, so it’s clear when you’re winning and why.
2. Improve your performance with detailed metrics
While the end goal might be to engage stakeholders in the most effective way, it can be hard to keep track of all your account activities to get to that point, especially if you’re still doing so manually.
With a tool like CX1™, you can easily see detailed metrics such as probability win rates that show you which accounts are worth your time and where you should be focusing the bulk of your work.
These metrics will also help you apply sound logic to the task of qualifying opportunities, allowing you to focus on the most optimal deal paths without second guessing your strategy. It will also help you spot and act on any critical information, without trawling through a ton of data.
With the numbers and proof points to underpin your decisions, you can rapidly turn the right opportunities into long-term accounts that stick around.
3. Scale up your account-based strategy
Without the right tool, it’s impossible to glean the right insights into your existing data and opportunities for repeatable success.
With a light-touch CRM solution like CX1™, you can not only get clear visibility of your data and processes to scale up your strategy, but you can also share data and get real-time visibility over multiple complex accounts and opportunities.
This allows other account managers to step into an opportunity when they’re needed, make decisions collaboratively (and faster), and help you get more output from your efforts.
With greater efficiency and better team stakeholder engagement, you can scale up to turn more opportunities into accounts, and more accounts into deals.
Create a sense of urgency with your customers
It’s time to take your Key Account Management strategy from disordered planning to generating real excitement with your customers.
To help you achieve this, you need a way to repeat success, back up your decisions with data and collaborate when the moment is right. This means that your customers will be engaging with a slick, unified experience (rather than talking to a team of people who are misaligned). With the right tool and an easy-to-use interface, you can create a better way to put your account-based strategy into practice — with the insights and metrics that speed up success to help you along the way.
To find out more about how CX1™ can enrich and scale your Key Account Management process, get in touch today.