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Ian
Sales & Account Manager

ํŒŒ์ดํ”„๋“œ๋ผ์ด๋ธŒ ์›Œํฌํ”Œ๋กœ์šฐ ์˜ˆ์‹œ: ์„ฑ์‚ฌ๋œ ๊ฑฐ๋ž˜์˜ ๋ณต์ œ + ๋ณต์ œ๋œ ๊ฑฐ๋ž˜์˜ ํŒŒ์ดํ”„๋ผ์ธ ์ด๋™

์งˆ๋ฌธ: ํŒŒ์ดํ”„๋“œ๋ผ์ด๋ธŒ์—์„œ Sales ๋‹จ๊ณ„๋ฅผ ๊ด€๋ฆฌํ•˜๋Š” ๋ฐฉ๋ฒ•์€ ์•Œ๊ฒ ๋Š”๋ฐ, Customer Success๋‚˜ Account manage๋Š” ์–ด๋–ป๊ฒŒ ์ง„ํ–‰ํ•ด์•ผ ์ข‹์„๊นŒ์š”?

๋‹ต๋ณ€: ํŒŒ์ดํ”„๋“œ๋ผ์ด๋ธŒ์˜ ์›Œํฌํ”Œ๋กœ์šฐ + ๋ณต์ˆ˜ ํŒŒ์ดํ”„๋ผ์ธ ์ƒ์„ฑ์„ ํ†ตํ•ด ์˜์—…์ด ์™„๋ฃŒ๋œ ๊ฑฐ๋ž˜์˜ ๊ด€๋ฆฌ๊ฐ€ ๊ฐ€๋Šฅํ•ฉ๋‹ˆ๋‹ค.

์˜ˆ์‹œ:

  1. ๊ณ„์•ฝ์ด ์™„๋ฃŒ๋œ ๊ฑฐ๋ž˜๋ฅผ ์˜์—…ํŒ€์ด ์•„๋‹Œ ๊ณ ๊ฐ๊ด€๋ฆฌ ํŒŒํŠธ์—์„œ ๊ด€๋ฆฌํ•˜๊ณ  ์‹ถ์„ ๋•Œ
  2. Account managing์„ ํ†ตํ•ด Upsell / Onboarding ์ง„ํ–‰์ƒํ™ฉ์„ ํŠธ๋ž˜ํ‚นํ•˜๊ณ  ์‹ถ์„ ๋•Œ

์ด ๊ฒฝ์šฐ, ์„ฑ์‚ฌ๋œ ๊ฑฐ๋ž˜์˜ ๋ณต์ œ ๋ฐ ๋ณต์ œ๋œ ๊ฑฐ๋ž˜์˜ ํŒŒ์ดํ”„๋ผ์ธ์„ ์ด๋™ํ•จ์œผ๋กœ์„œ ์˜์—… ์‹œ ์ถ•์ ๋œ ๋ฐ์ดํ„ฐ๋ฅผ ์œ ์ง€ํ•˜๋ฉฐ ๊ณ ๊ฐ๊ด€๋ฆฌ๋ฅผ ์ง„ํ–‰ํ•˜์‹ค ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.

< ์„ฑ์‚ฌ๋œ ๊ฑฐ๋ž˜์˜ ๋ณต์ œ ๋ฐ ๋ณต์ œ๋œ ๊ฑฐ๋ž˜์˜ ํŒŒ์ดํ”„๋ผ์ธ ์ด๋™ ์›Œํฌํ”Œ๋กœ์šฐ ์ž๋™ํ™” ์˜ˆ์‹œ >

  • ์›Œํฌํ”Œ๋กœ์šฐ ํ๋ฆ„
  1. ํŠน์ • ํŒŒ์ดํ”„๋ผ์ธ์—์„œ ๊ฑฐ๋ž˜๊ฐ€ ์„ฑ์‚ฌ๋จ (ํŠธ๋ฆฌ๊ฑฐ)
  2. ์„ฑ์‚ฌ๋œ ๊ฑฐ๋ž˜๋ฅผ ๋ณต์ œ
  3. ๋ณต์ œ๋œ ๊ฑฐ๋ž˜๋ฅผ ์ƒˆ๋กœ์šด ํŒŒ์ดํ”„๋ผ์ธ์œผ๋กœ ์ด๋™

1. ์›Œํฌํ”Œ๋กœ์šฐ ์ƒ์„ฑ ํ›„ 'ํŠธ๋ฆฌ๊ฑฐ'๋ฅผ '์—…๋ฐ์ดํŠธ๋œ ๊ฑฐ๋ž˜' ๋กœ ์„ค์ •ํ•ฉ๋‹ˆ๋‹ค.

2. ์›Œํฌํ”Œ๋กœ์šฐ๊ฐ€ ์‹คํ–‰๋  '์กฐ๊ฑด'์„ ์„ค์ •ํ•ฉ๋‹ˆ๋‹ค. (์›Œํฌํ”Œ๋กœ์šฐ๊ฐ€ ์ ์šฉ๋  ๊ฑฐ๋ž˜๋ฅผ ๊ตฌ๋ถ„ํ•ฉ๋‹ˆ๋‹ค)

3. ์กฐ๊ฑด ๋ฐœ๋™ ์‹œ '์กฐ๊ฑด์— ๋งž๋Š” ๊ฑฐ๋ž˜๋ฅผ ๋ณต์ œ'ํ•˜๋Š” ์•ก์…˜์„ ์ง€์ •ํ•ฉ๋‹ˆ๋‹ค.

4. ๋ณต์ œ๋œ ๊ฑฐ๋ž˜๋ฅผ ์ด๋™์‹œํ‚ฌ ํŒŒ์ดํ”„๋ผ์ธ ๋ฐ ์ด๋™ ์‹œ ๊ฑฐ๋ž˜์˜ ์ƒํƒœ๋ฅผ ์ง€์ •ํ•ฉ๋‹ˆ๋‹ค.

์œ„์™€ ๊ฐ™์ด ์›Œํฌํ”Œ๋กœ์šฐ๋ฅผ ์ด์šฉํ•ด ์„ฑ๊ณตํ•œ ๊ฑฐ๋ž˜์˜ ์ž๋™ ๋ณต์ œ ๋ฐ ๋ณต์ œ๋œ ๊ฑฐ๋ž˜๋ฅผ ์›ํ•˜๋Š” ํŒŒ์ดํ”„๋ผ์ธ์œผ๋กœ ์ด๋™์‹œํ‚ฌ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.

์ฃผ์˜:ย 

  1. ๋ณต์ œํ•  ๊ฑฐ๋ž˜์˜ ์กฐ๊ฑด์‹์€ ๋ฐ˜๋“œ์‹œ '๊ฑฐ๋ž˜ ์ƒํƒœ' / '๊ฑฐ๋ž˜ ํŒŒ์ดํ”„๋ผ์ธ'์ด ํฌํ•จ๋˜์–ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
  2. ๋ณต์ œ๋œ ๊ฑฐ๋ž˜๋ฅผ ์˜ฎ๊ธฐ๊ธฐ ์œ„ํ•œ ์•ก์…˜์—์„œ๋Š” 'ํŒŒ์ดํ”„๋ผ์ธ ๋‹จ๊ณ„'๊ฐ€ ์ง€์ •๋˜์–ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
  3. '์ƒํƒœ' ์˜ ๊ฒฝ์šฐ, ์šด์˜ ํ˜„ํ™ฉ์— ๋”ฐ๋ผ '์„ฑ๊ณต' ํ˜น์€ '์ง„ํ–‰ ์ค‘'์œผ๋กœ ๊ฑฐ๋ž˜๋ฅผ ์ด๋™์‹œํ‚ฌ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.

์ด์™ธ์—๋„ ๊ถ๊ธˆํ•˜์‹  ์ ์€ ์–ธ์ œ๋“  ์ปค๋ฎค๋‹ˆํ‹ฐ์— ๊ธ€์„ ๋‚จ๊ฒจ ์ฃผ์„ธ์š”!
ํ•ด์‹œ์Šค๋ƒ…์€ ํŒŒ์ดํ”„๋“œ๋ผ์ด๋ธŒ์˜ ์›ํ™œํ•œ ์ด์šฉ์„ ์œ„ํ•ด ์ตœ์„ ์„ ๋‹คํ•˜๊ณ  ์žˆ์Šต๋‹ˆ๋‹ค :)

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Lars Holmstrรถm
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