One of the most promising new jobs in the market is that of a Customer Sales Manager (CSM). It has evolved from the traditional account manager, and goes beyond merely selling at the point of sale. As per a study conducted by talent recruitment firm LinkedIn, the CSM was outlined as the second most promising sales job for 2019. With more number of CSMs now, a multi- faceted balancing act is required. One of the reasons for the swelling up in numbers of CSMs is because a lot of businesses are now working in either the consumption- based or subscription- based models. Recurring business growth means that nurturing of clients or customers already won over, is crucial. Contrary to the claims on some, CSM is not an old package, merely with new packaging. Its balancing act must navigate past three categories’ competing interests. The mission of the firm is in either company success or customer success. The profile too needs to be clear, on whether its that of business consulting or in sales. The right metrics and incentives too need to be brought in to the fore.

Source:https://hbr.org/2019/11/what-is-a-customer-success-manager?utm_medium=email&utm_source=newsletter_weekly&utm_campaign=weeklyhotlist_activesubs&utm_content=signinnudge&referral=00202&deliveryName=DM57083

Uploaded Date:21 December 2019