“You can buy a man’s time, you can buy a man’s physical presence at a certain place, you can even buy a measured number of skilled muscular motions per hour or day. But you cannot buy enthusiasm, you cannot buy initiative, you cannot buy loyalty; you cannot buy the devotion of hearts, minds, and souls. You have to earn these things.”
Clarence Francis (1973)
ex. Chairman of General Foods Corporation
For a company to be profitable, its income must surpass its costs. The sales department job is to ensure that the company reaches as much income as possible. The account manager has the responsibility to set the approach and the strategies that will drive the company’s success; it’s up to him to sniff business opportunities waiting to be explored, the price chart, the products/services to push forward or the advertising and promotion campaigns. Other than this, we’re expected to understand financial concepts, mass psychology, software programs, negotiation and human resources. Skills like communication, self-confidence, determination, creativity and result-driven mentality are required every day. In a nutshell, our job is to plan ahead, manage and control.
The action plan is based on all this work. Above all, it depends of one crucial factor – Information. The knowledge is the ability to systematize, analyze and share information.
The classic theories defend the Capital (K), the Work and Natural Resources as the key production factors. Nowadays, the K has changed. Knowledge is the new key production factor, increasingly important as it is applied through the most efficient technology available – an Account Manager needs to set his goals with this in mind. Well, here the technology is at arms’ reach (at BeAnywhere, technological evolution is actually hard to keep up, especially in what remote support is concerned). Yesterday was the day BASE was born; today we evolve; tomorrow we will forge the future. For now, our job is to gather information – a crucial factor in growing knowledge. It’s our duty to acquire it, analyze it, sort it out and, above all, change it into valuable knowledge about ourselves and about others.
This is our biggest challenge. It seems daunting for someone who never dreamed of working in sales and carries no experience whatsoever. But the truth is, at this point, after avidly consuming all the information and knowledge from our seniors, I feel like thanking all from the bottom of my heart and let them know that I feel like a fish in water.
Warm regards to you all!