How do you meet your targets?
Part of being a successful account manager is being able to sell. By asking this question, the interviewer is looking for some insight into your selling methodologies. They want to know that you can consistently meet or even surpass your targets. Discuss the strategies you've successfully used in the past to meet your quotas and how you will do that in this position as well.
"For me, I continually focus on my client relationships. I touch-base often, providing my clients with useful information and ongoing support. I always want to make sure the lines of communication are open. When a new feature or product comes along, I can more easily up-sell or cross-sell the value-add given my strong relationships with my clients. I also make it a point to collaborate closely with others on the sales and account management teams. Together, we come up with new sales strategies to try out and share things that have worked. In the past, I have met or exceeded my target every single time."
"I track my overall progress and note clients who have not availed of our services in the past months. I communicate with my clients often and check in on respective new clients. If necessary, I offer deals or additional services to clients to maintain the goals set forth. I ask about our client's new business challenges and promote the products we offer that can help them. I often meet with my team about goals and strategize how to increase sales revenue."