Many Companies still feel that the optimal approach for generating revenue is to have the Account Executive be responsible for managing the data, hunting for prospects, qualifying the prospect, presenting and closing. This outdated concept is not only ineffective but results in an anemic pipeline as well as lower revenues.
The main reason companies are hiring account executives is to close business. Often these AE’s come with extensive sales training in various methodologies, none of which is prospecting or qualifying. The unsuspecting AE is brought in and dazzled by the companies portrayal of their product and how “simple” it is to not only garner interest in the product but to sell it…
