6 Differences Between Sales and Account Management [Video]

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although these functions may overlap in some ways, there are distance differences in their objectives, responsibilities, and skillsets. Let’s take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

What’s the Difference Between Sales and Account Management?

A traditional sales organization focuses on generating new opportunities and acquiring new business. The sales team is primarily concerned with securing new logos and closing deals. The sales professional’s role includes prospecting, qualifying leads, conducting discovery, and ultimately presenting, negotiating and closing deals.

On the other hand, account management emphasizes nurturing and expanding existing accounts. It entails developing long-term client relationships, cross-selling products or services to the account, and strategically expanding its footprint. The focus here is on fostering a year-over-year relationship that contributes to the …