Something we have struggled with over the last couple of years but recently clarified is whether we want salespeople or account executives. There is a distinct difference between both. A salesperson is a hunter. They go out, find the sale, and bring it back. An account executive is a farmer. They get the sale and then tend to it or manage it. An account executive is way more involved with their client after the sale takes place.
After we hired our first real full-time salesperson it took some time for us to decide that what we wanted is salespeople. We want them to make the sale but then let our operations team manage the account. This frees up the salesperson to focus on bringing in new clients so they can grow their commission, and lets the operations team do what they do best.
Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups.
Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is the also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups.