Account Executives play a crucial role in any sales strategy. These sales professionals are responsible for maintaining strong relationships with your clients, taking the lead on all communication.
While there are several different types of AEs - from SMB to Enterprise - the skill set is the same. In this article, we break down the top skills you should look for when hiring for Account Executives. No matter the shape, size or sector of your business.
Skills to look for in Account Executives
There are a wide range of considerations to make when hiring for an Account Executive. For more information on the role and it's responsibilities, read the full job description.
When considering skills, here are the top seven that we recommend looking for:
- Written and verbal communication skills
- Problem-solving
- Easily trainable
- Organisational and time management
- Resilient and adaptable
- Self-reflective
- Analytical thinking
#1 Strong AEs are strong communicators
A key part of the AE role is developing relationships with new and existing clients. Excellent communication skills (both written and verbal) ensures a smooth and consistent experience with your business.
As part of the onboarding process, AEs must be able to clearly explain technical and complex language to their clients. This ensures that they're using your product and services to the fullest extent. As a result, they must also have strong active listening skills. They must take the time to understand each of their pain points and help pinpoint the solution.
#2 AEs love a challenge and are excellent problem-solvers
Working closely with customers, problem-solving skills should also be at the top of your list. As the primary point of contact for clients, AEs must be able to quickly react to the challenges they face. They need to identify how your product or service can solve current and prospective client's challenges.
Top performing Account Executives will be able to proactively suggest solutions before the challenge even arises.
#3 Account Execs are quick learners
In this fast-moving world, it's highly likely that your product will evolve quickly. Your Account Executives must be able to work collaboratively across the business and learn new features quickly. This allows them to keep your customers up to date with any changes and the latest releases.
#4 Top AEs are highly-organised and manage their processes effectively
Since Account Executives play such a crucial role in the sales process, they must be able to manage their workload effectively. The best AEs will have all of the following skills:
- Time management: Manage multiple client accounts, prioritising tasks in line with company goals.
- Project management: Externally share project progress with clients, keeping them informed at every stage.
- Report on their success: Internally report on deals and forecast the pipeline in relation to sales targets.
- CRM proficiency: Consistently keep client records and the sales pipeline up to date.
#5 Account Executives are adaptable and resilient
Another key Account Executive skill is being able to react to changing circumstances. Resilience is crucial in the role, especially when negotiating contracts and closing deals.
AEs should be highly-motivated individuals. They are self-starters who can take each rejection, challenge and objection in their stride.
#6 The best Account Execs seek feedback
Top-performing AEs are always looking to improve. Passionate about improving their skills as a salesperson, they will consistently seek constructive criticism from internal and external stakeholders.
They will have a plan to implement any feedback received, taking the time to review and improve their processes.
#7 AEs are analytical in their thinking
In relationship management, Account Executives process large amounts of customer data. They must be able to leverage this information to identify new opportunities with their clients and within their market. This allows your sales team new insight into potential business opportunities.
Ready to start hiring?
We hope this gave you a quick guide to the Account Executive skill set. If you're looking for more information on the role, or interested in hiring, get in touch with our expert sales recruiters.
