I’ve been pondering one of the questions philosophers have been asking themselves for thousands of years: what does it take to be great account manager?

It’s been on my mind lately because I’m recruiting and thinking about what I’m looking for in the candidates. Experience counts, but there’s always a little something more that makes someone stand out.

When you talk you are only repeating what you know. But if you listen you may learn something - Dalai LamaClick To Tweet



Leadership is really about inspiring other people to join you in achieving agoal. It’s that simple.

It’s not rocket science and it’s not a title bestowed on you by Her Majesty or by your boss.

It’s a mindset. And your heart and your head are aligned.

Have a unique perspective and shar your point of view.  It’s so inspiring to see someone who isn’t afraid to express their opinions.  The world has enough yes men.

Take risks. Leaders are bold.

Your clients need you to share your opinion and advice to help guide them to get the most value from your solution. Encourage your clients to be brave and give them the safety and the security and the freedom to know that they can make choices that will challenge the status quo.

Embrace these qualities and you will lead your client to success.

Be yourself. Everyone else is already taken - Oscar WildeClick To Tweet



Show your personality.  Bring those little quirks of yours to life.  I always respond when someone walks into a room with great energy and that certain and that certain je ne sais quoi.

Charisma is a very misunderstood quality.  You don’t need to be some great, big, outgoing, life of the party kind of person to have charisma. You don’t need to be the centre of attention. It’s a completely different thing.

How do you get charisma?

Be happy. Be joyful.  Be at peace with the world or life.  Or at least fake it until you make it. Have you ever been around people who are positive and energetic?  It’s contagious, don’t you think?

Be confident.

There’s a really big difference between asking questions and questioning yourself. Don’t doubt your own abilities, or your experience or your skills.  Don’t doubt what you can deliver and how you can help your customers. You can do it


Be empathetic. Be an active listener.  That means hearing what your customers are actually saying.  What are their pains and challenges?  How can you understand them better and connect with your clients’ situation?




To be authentic you need to build trust and credibility through honesty. So how do you do that?

Simply tell the truth.

It’s so much better to be upfront especially if there are challenges like:

  • you really won’t be able to get them to where they need to go
  • your solution is not right for them
  • you can’t do something

Honesty won’t destroy your relationship.  In fact, sharing the truth about what will or won’t work for your client will go a long way to establishing trust and credibility.

Be generous with your advice.  Share with your clients the benefits of your experience.

Optimism is an underrated quality.  Show that you believe in success your customers will believe it too.  Show genuine appreciation for their business and don’t take your clients for granted.

Say thank you.


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Leaders Eat Last

Simon Simonek went viral with his Ted talk about starting with your why when it comes to your business. He also wrote Leaders Eat Last and in it he talks about how to inspire cooperation and change and you know how to wake up excited about coming to work. I highly recommend this book.

Charisma Myth

The Charisma Myth is an exceptional book about uncovering your personal charisma. Nothing to do with being outgoing or life of the part.  Introverts can be charismatic. This book really helps you tap into what makes you unique and how to really grab hold of that charisma and really express it.

Account Manager Tips Career Board on Trello

There are eight skills companies are looking for right now and I list them all on this free career development board for Account Managers.  I’ve also included links to useful sites and online courses to help you develop the qualities you need to be a great Account Manager.

What do you think are the qualities that make a great account manager? Please comment below and let me know.