The worst thing you can do to a high-performing account manager is promote them.
Have you ever promoted a rock star account manager to outside sales only to see them crash and burn within six to twelve months?
A good account manager does not always make a good outside salesperson nor a good sales manager.
Recently a Client wanted to know if a high-performing account manager would make a good outside salesperson. They wanted to reward a high performer. This account manager was doing a fantastic job managing existing accounts. In fact, they were even increasing sales per account.
From experience, my Client knew exactly how I would respond.
"Let's assess them and know for certain," I said.
Guessing is for losers...
When it comes to identifying top sales performers, guessing is for losers. "Get it" executives and sales managers never hire nor promotes a salesperson without ensuring they pass the hiring scorecard and in particular - meet the job benchmark criteria identified by our sales personality aptitude test.
In other words, the high performer must fit the needs of the job they are being promoted into. No exceptions.