# Account Manager Skill-Gap Self-Assessment

> A 20-question self-audit across the five core account-management competencies, with a personalized development report and specific actions for closing your lowest-scoring gaps.

Free assessment/quiz for sales reps. Topic: [Account Management, Retention & Expansion](https://www.peerlab.ai/library/topic/account-management-retention-expansion/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/account-manager-skill-gap-self-assessment/

## How to use it

Score yourself competency by competency, identify your lowest-scoring area, and commit to the single development action listed for it for the next 30 days before retaking the assessment.

## What's inside

- 20 self-rating statements across 5 core account-management competencies
- A 1–5 scoring scale with per-competency and total scoring
- Four development bands per competency: Foundational, Developing, Proficient, Advanced
- A personalized development action for every competency scoring below Proficient
- A full development report table to track scores over time
- Direct links to the specific tools (stakeholder map, ROI slide, save plan) that close each gap

## How this works
Rate yourself honestly on all 20 statements using this scale:

**1** = Strongly Disagree · **2** = Disagree · **3** = Neutral · **4** = Agree · **5** = Strongly Agree

There are 5 competencies, 4 statements each. Score each competency out of 20, then read your development report.

## Competency 1: Relationship & Stakeholder Management
1. I can name every stakeholder in my top accounts and their level of influence over the renewal decision.
2. I have a direct relationship with at least one economic buyer (not just a day-to-day user) in each of my top accounts.
3. I proactively build relationships with new stakeholders before they become critical to a decision.
4. I know how each key stakeholder in my accounts is personally measured/evaluated in their role.

**Subtotal: ____ / 20**

## Competency 2: Account Strategy & Planning
5. Every one of my top accounts has a written account plan I update at least quarterly.
6. I can articulate each account's business goals for this year without checking my notes.
7. I proactively identify whitespace (unused seats, unadopted modules, adjacent needs) rather than waiting for the customer to ask.
8. I prioritize my time across my book based on risk and opportunity, not just whoever emails me first.

**Subtotal: ____ / 20**

## Competency 3: Value Communication & ROI Articulation
9. I can quantify the value delivered to each top account in the customer's own business metrics (not just usage stats).
10. I proactively share ROI/value summaries with customers rather than waiting to be asked to justify the spend.
11. I can translate product usage data into a story a non-technical executive would find compelling in under 2 minutes.
12. I tailor my value story to what each specific stakeholder cares about, rather than using one generic pitch.

**Subtotal: ____ / 20**

## Competency 4: Renewal & Expansion Execution
13. I start renewal conversations at least 60 days before contract end, not at the deadline.
14. I have a specific plan for expansion (upsell/cross-sell) in each account, not just a plan to hold flat.
15. I can handle a price objection without immediately offering a discount.
16. I've successfully turned around at least one at-risk account in the last 12 months using a documented save plan.

**Subtotal: ____ / 20**

## Competency 5: Data-Driven Account Health Management
17. I check usage/health data on my top accounts at least monthly, not just before a QBR.
18. I can identify a churn-risk signal (usage drop, sentiment dip, stakeholder change) before the customer raises it themselves.
19. I use account health data to decide where to spend my time this week.
20. I keep my CRM/account records current enough that a colleague could take over one of my accounts with minimal handoff loss.

**Subtotal: ____ / 20**

## Your Development Report

**Total score: ____ / 100**

| Competency | Score | Band |
|---|---|---|
| Relationship & Stakeholder Management | ___/20 | |
| Account Strategy & Planning | ___/20 | |
| Value Communication & ROI Articulation | ___/20 | |
| Renewal & Expansion Execution | ___/20 | |
| Data-Driven Account Health Management | ___/20 | |

**Bands per competency:**
- **4–9: Foundational**, this is your highest-leverage development priority. Pick one habit below and build it into your weekly routine for the next 30 days.
- **10–14: Developing**, you have the basics; inconsistency is likely costing you in your toughest accounts.
- **15–17: Proficient**, solid and reliable; sharpen with the stretch habit below.
- **18–20: Advanced**, this is a strength; consider mentoring a peer or documenting your approach as a team playbook.

## Development actions by competency (for any score under 15)

- **Relationship & Stakeholder Management →** Build a stakeholder map (see the Stakeholder Mapping Cheat Sheet) for your top 5 accounts this week.
- **Account Strategy & Planning →** Block 90 minutes every Friday to write or update one account plan, rotate through your book.
- **Value Communication & ROI Articulation →** Before your next QBR, build a one-slide ROI summary using the customer's own KPIs, not your product's usage metrics.
- **Renewal & Expansion Execution →** Set a recurring reminder at 60 days pre-renewal for every account, without exception.
- **Data-Driven Account Health Management →** Run the Churn Signal Quiz on every account scoring below 15 here, once a month.