Your account managers play a pivotal role in maintaining strong client relationships. They are trusted partners who understand client needs and challenges better than anyone else on your team. But what if they could do more than just manage those relationships? What if they could become lead generators for your agency, driving new revenue opportunities with their deep client knowledge?
The key to unlocking this potential is to give your account managers a specific quota for upsell opportunities. By encouraging them to actively identify and pass on upsell leads to the sales team, you create a system that can significantly boost your agency’s revenue.
Why Account Managers Are Perfect for Upselling
Account managers already have one of the most valuable assets in business: trust. Clients view account managers as partners who understand their business, challenges, and goals. Because of this trust, an account manager’s recommendation carries weight. When an account manager suggests a new program, service, or add-on, clients are more likely to seriously consider it.
Unlike sales teams, who are often seen as having an agenda to close deals, account managers are viewed as client advocates. This means their upsell suggestions don’t come across as hard sells, but rather as thoughtful recommendations that are in the client’s best interest.
Setting a Quota for Upsell Opportunities
A great way to ensure that account managers are actively looking for upsell opportunities is to give them a monthly quota. Even if that quota is just one upsell opportunity per month, it can have a tremendous impact on your bottom line over the course of a year.
Here’s how it works:
- Identify opportunities: Account managers should be on the lookout for natural opportunities to upsell during their regular interactions with clients. Whether it’s through project reviews, strategy sessions, or performance updates, they’ll likely identify areas where a client could benefit from additional services or upgrades.
- Make the recommendation: When the timing is right, the account manager can suggest the upsell to the client in a way that feels natural and aligned with their needs. Because the recommendation is coming from someone the client already trusts, they are much more likely to be open to the idea.
- Pass it to the sales team: Once the account manager plants the seed with the client, they can pass the opportunity to the sales team to handle the specifics and close the deal. This ensures that the upsell process is seamless and doesn’t burden the account manager with tasks outside of their expertise.
Why This Strategy Works
By setting a quota for upsell opportunities, you create a clear expectation that account managers should always be looking for ways to add value to client relationships. This not only increases revenue but also deepens the client relationship. When clients feel that their account manager is offering them valuable recommendations, they’re more likely to view your agency as a strategic partner, rather than just a service provider.
Furthermore, even just one upsell opportunity per month can add up quickly. Let’s break it down:
- If each account manager generates one upsell opportunity per month, that’s 12 upsell opportunities per year.
- Multiply that by the number of account managers on your team, and the revenue potential becomes substantial.
Even smaller upsells can have a big impact when accumulated across multiple clients and months. Over time, this can create a significant boost in your agency’s overall revenue.
Upsell Suggestions That Add Real Value
It’s important that the upsells suggested by your account managers truly benefit the client. These could include:
- New or expanded service packages that align with the client’s evolving needs.
- Add-ons or upgrades to existing services that can enhance results.
- Access to additional tools, platforms, or programs that complement the client’s current strategy.
The more relevant the recommendation, the more likely the client is to act on it. This ensures that upsells aren’t just about increasing revenue for your agency, but also about delivering more value to your clients.
Conclusion
Turning your account managers into lead generators is a smart and effective way to grow your agency’s revenue. By setting a simple quota for upsell opportunities and empowering account managers to make thoughtful recommendations, you can create a win-win scenario: clients receive services that help them achieve their goals, and your agency benefits from the additional revenue.
With account managers already in the perfect position to suggest upsells, even one opportunity a month can lead to significant financial gains over the year. Start leveraging the power of your account management team today and watch your agency’s profits grow.