I manage a CS team. Most CS reps are good at helping existing customers with particular problems but there's still a huge gap to fill in between CS and Account

I manage a CS team. Most CS reps are good at helping existing customers with particular problems but there's still a huge gap to fill in between CS and Account Manager. A good AM is skillful at finding out what's currently missing for existing clients,how it could be arranged and offered at the most suitable time. From what I've seen, these aren't the skills everyone's got or,more importantly,willing to get. I do, however agree, that some AMs are grossly overpaid. If I ask simple things during the initial call and all I get is 'let me check with my technical team', then it's a waste of time.Having said that, I've seen what a good sales person can do in really tough situations,where you'd think there's no way on earth anything cab be done now.