What are the most important skills (both tactical and intangible) that are must-have for account executives?
The most successful AEs that I've worked with have a long list of key attributes that set them apart from the rest. These attributes include
- responsiveness
- curiosity
- resilience
- authenticity
- collaboration
- rapport building
- not being afraid to fail
- thriving on challenges
Important tactical skills which I see in top reps are around strong sales execution behaviors. Skills such as thorough preparation, stakeholder management, ability to multi-thread, drive urgency, and create contingency plans are how Account Executives consistently win deals. They also make sure to never take their foot off of the gas when it comes to prospecting. They know its the only way to ensure they have the pipeline needed to execute.
It’s this combination of sales execution skills and the attributes associated with a relentless drive to exceed goal and build strong relationships which enable reps to consistently be at the top of the leaderboard.
The most important skills for account executives are also the most important skills for many roles. I believe a successful AE needs to be great at the following:
Active listening: first rule of sales is to listen to your buyer and truly comprehend what they are saying and what they need
Problem solving: handling the many challenges, distractions and roadblocks that come up in the sales process
Storytelling: relaying information in an engaging, authentic manner that drives the point across
Mentalizing: understanding non-verbal queues, empathizing, emotional intelligence, etc.
Process and product can be taught by the company that you sell for - but the above skills, no matter the company or the role, will be invaluable in your career.
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