Similar to passing a baton in a relay race, handing over the relationship with your customers from one part of the sales team to the next is vulnerable to mistakes. How should you handle it?
Account Executives have to build significant trust with a customer to unveil any factors that the Relationship Manager needs to be aware of about the customer.
The Relationship Manager should perfectly align with the Account Executive's foundations so they know what type of customer they must take care of.
Identify a customer's preferred behavior style using the DISC framework. 1. Dominant 1. Extroverted and Task-Oriented 2. Influencer 1. Extroverted and People-Oriented 3. Steady Relator 1. Introverted and People-Oriented 4. Cautious Compliant 1. Introverted and Task-Oriented
Internal notes allow the Relationship Manager to understand customers and their goals.