The Biggest Career Mistakes in Account Management—And How to Avoid Them

Account management is a high-stakes role. You’re responsible for renewals, growth, client success, and internal alignment—all while balancing dozens of priorities. But the biggest risk to your success? It’s not missing a QBR or forgetting a follow-up—it’s repeating avoidable mistakes that limit your impact and stall your career.

‍

Here are the most common pitfalls account managers run into—and how to avoid them.

‍

‍

‍

Mistake #1: Thinking Good Service Is Enough

Being responsive, friendly, and helpful feels like the job. But it’s only part of it. If your only focus is service, you’ll be seen as a support contact—not a strategic partner.

What to do instead:

• Drive conversations around your client’s business goals
  
  
• Connect your work to measurable impact
  
  
• Bring proactive insights, not just updates
  
  

Good service keeps things running. Strategic thinking moves your career forward.

‍

‍

Mistake #2: Not Documenting Success

You’re hitting your numbers. Clients are renewing. But leadership doesn’t see it. Why? Because you’re not tracking or sharing what you’ve achieved.

What to do instead:

• Keep a simple tracker of renewals, upsells, saved accounts, and client feedback
  
  
• Share success stories internally to highlight your impact
  
  
• Bring your metrics into performance reviews and team updates
  
  

If you don’t make your impact visible, it gets overlooked.

‍

‍

Mistake #3: Avoiding Conflict with Clients

Trying to “keep the client happy” at all costs can lead to poor boundaries, scope creep, and missed expectations. Long term, this erodes trust.

What to do instead:

• Set clear expectations upfront—don’t overpromise
  
  
• Address issues early, directly, and constructively
  
  
• Focus on solving problems, not avoiding discomfort
  
  

Strong relationships aren’t built by avoiding hard conversations—they’re built by handling them well.

‍

‍

Mistake #4: Managing Accounts in Isolation

If you’re not looping in product, support, marketing, or leadership, your accounts suffer. And so does your internal reputation.

What to do instead:

• Share client feedback and trends across teams
  
  
• Collaborate on solutions instead of going solo
  
  
• Bring others into strategic planning where it makes sense
  
  

Account managers are connectors. If you’re working in a silo, you’re missing half the job.

‍

‍

Mistake #5: Waiting Too Long to Think About Growth

You’ve built a strong relationship. The client trusts you. But you wait until renewal time to talk about expansion—and by then, it feels like a sales pitch.

What to do instead:

• Look for upsell and cross-sell signals throughout the year
  
  
• Plant seeds early and tie recommendations to client goals
  
  
• Use QBRs and check-ins to introduce new opportunities naturally
  
  

Growth shouldn’t feel like a surprise. It should feel like the next logical step.

‍

‍

‍

The best account managers aren’t just great with clients—they’re great at how they manage themselves, their time, their reputation, and their growth.

‍

If you want to avoid burnout, be seen as a strategic partner, and build a career you’re proud of, start by avoiding these common traps.

‍

Ready to go deeper? Learn how to overcome the daily challenges that hold most AMs back: How to Tackle the 5 Biggest Challenges in Account Management