“Whether it is account planning or opportunity review, there seems to be only one person under the lens – and that is the Account Executive. There are so many overlay, value-added roles in all these meetings and we struggle with their lack of connection, contribution and accountability .”
“Some of our account executives are quite young, and we feel that they are struggling with orchestrating their virtual team. Sometimes we think that the FLSM should take accountability for orchestration, but we do not know how to make this happen. ”
“I wish we had a way to assess who contributes how much to the overall team goals. I suspect that we have more spectators than contributors, and even within the contributors, I’m unsure about who is putting how much of their shoulder behind the wheel ”