Manager as Coach

In recent years there has been a drive by product providers, at the insistence of IFAs, to raise the level of technical competence of Account Managers.  Therefore, there has been less focus on the skills of the Account Manager.

In a marketplace where product differentiation is short lived, the opportunities for your business to truly differentiate its offering are becoming more and more focussed on the quality of the customer experience i.e. how well your Account Managers, face to face or telephony, relate to your IFAs.

Sales Managers have huge geographical areas with relatively large spans of control, therefore 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.

We believe that to truly grow your business the Sales Managers must focus on coaching the Account Managers; making the most of the time that they spend with Account Managers in front of IFAs to develop their skills.

‘Definition of insanity is to keep doing the same thing and expect a different result’