What Makes a Top-Performing Account Manager? 5 Habits You Can Start Today

Great Account Managers don’t just manage relationships, they grow them, close deals, and drive value. But what sets the top performers apart from the rest?

If you're an Account Manager or Senior Account Manager looking to elevate your performance, you're not alone. Many AEs, AMs, and BDMs reach a stage where they're doing okay... hitting targets, maintaining relationships but they want more.

👉 More influence. More commission. More progression.

The difference between a good Account Manager and a top-performing one often comes down to consistent, high-impact habits, not natural talent.

Here are 5 essential habits you can build right now to move from good to great in your sales career.

1. They Go Beyond 'Checking In'

Top Account Managers don’t just send a monthly “just checking in” email. They consistently add value in every interaction... insights, ideas, opportunities, or solutions their client hadn’t thought of yet.

💡 Example: Instead of asking, “How are things going?”, they come prepared with something like,"I noticed [industry trend]. Here’s how one of our other clients is adapting, would it make sense to explore that here?"

✅ Habit to build: Always bring something useful or thought-provoking to every client touch-point, even if it’s small.

2. They Know the Client’s Business Almost as Well as Their Own

Top AMs treat their clients like partners, not just accounts. They understand their goals, challenges, competitors, decision-making process, and buying cycles inside out.

This allows them to proactively pitch ideas, anticipate needs, and become a trusted resource.

✅ Habit to build: Before every quarterly review or strategy call, do a 15-minute update on the client’s industry and internal org, LinkedIn, Google News, company press releases.

3. They Obsess Over Pipeline, Not Just Relationships

Great AMs don’t fall into the “friendly, but not closing” trap. They balance relationship management with pipeline discipline, always moving conversations toward the next step or opportunity.

Yes, being liked is important. But being clear and commercially focused is what drives revenue and retention.

✅ Habit to build: Keep a living document or CRM note on where every account is in terms of upsell potential, risks, and next-step opportunities.

4. They Ask Better Questions — Not Just More Questions

Instead of sticking to a surface-level script, top-performing Account Managers go deeper. They challenge assumptions, explore hidden problems, and guide clients to think differently.

💬 Top AMs ask:

• “What’s something your team keeps talking about but hasn’t acted on yet?”

• “If nothing changes this quarter, what does that mean for your KPIs?”

• “Where do you wish we could help more — even if it’s outside our usual remit?”

✅ Habit to build: Practice one new open-ended, impact-focused question each week and track how it lands.

5. They Invest in Their Own Growth, Constantly

The best Account Managers treat sales like a craft. They don’t just rely on what they’ve always done. They seek out coaching, feedback, and frameworks to continually improve... even when they're already performing well.

✅ Habit to build: Set aside 1–2 hours each month for intentional skill sharpening, whether that’s role-plays, coaching, or reviewing past calls.

🚀 Want to Build These Habits Consistently? Join the Orbit Accelerator

Changing your habits isn’t just about knowing what to do, it’s about accountability, coaching, and real-time feedback so the change actually sticks.

That’s exactly what the Orbit Accelerator offers.

This mid-level coaching package includes:

• 2 x monthly 1:1 coaching sessions (60 minutes each)

• Personalised strategies to grow your accounts and performance

• Practical frameworks for call prep, objection handling, and opportunity spotting

• Accountability to help you stay consistent, even on busy weeks

  
  

If you’re an Account Manager ready to move from ‘managing’ to driving results, Orbit Accelerator is built for you.

👉 Book your Orbit Accelerator and start becoming the top performer in your team.

🔑 Final Thought

Top Account Managers aren’t born, they’re built.And the good news? Every one of the habits above is trainable.

If you’re ready to move up, stand out, and grow faster, now’s the time to start building the mindset and methods of high-performers.

Your future clients (and commissions) will thank you.