CEO vs. CSM
The CSM is the CEO of all their accounts. They’re responsible for the health and endurance of the entire account, just like the CEO is responsible for keeping the entire company afloat, and moving forward profitably. In fact, some of the same characteristics that help a CEO be successful, can also be applied to the role the CSM plays in their accounts. Both individuals have to be proactive, revenue-conscious, and relationship-oriented. In fact, with the board, they can be the key ally in making the case for harvesting revenue and investment in the closed accounts sphere.