Pressures on profitability and costs can have real impacts upon Account Managers.  Typically they work in an environment where they cover a large geographical area; often working remotely, there is a risk that they can feel disconnected from the business. 

Additionally Sales Managers have huge geographical areas with relatively large spans of control – it is increasingly difficult for them to spend regular quality time observing and coaching their Account Managers.  When Sales Managers are with their Account Managers in front of IFAs they are typically in ‘sales mode’ not ‘observer and coach’ mode. 

All of the above means that it is difficult for the Account Manager to receive regular objective feedback on how they are doing the job.  We believe that this creates an environment for the Account Manager to self coach.  By self coaching the Account Manager will:

• Become more aware of their own strengths and weaknesses
• Be able to analyse their own performance
• Provide objective feedback to themselves
• Be able to identify their own training and support requirement

In doing the above the Account Manager will be able to target specific areas of their own performance for observation and feedback when on joint calls with their Sales Manager.