account management

Most companies have people who are considered top performers who, under different circumstances, would be considered extremely weak salespeople.  While these salespeople do appear to be weak when we assess them, it’s much more difficult for management to recognize how weak they are when they lead their company in revenue.  Notice how I didn’t say “sales”?  That’s right, they happen to manage more revenue than anyone else, but that has less to do with selling than it does account management…