key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. It all comes down to the behavior of the key account managers. These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. An effective Major Account Management strategy depends on selecting your key accounts intelligently, creating a strong, consistent, flexible way of working with both major accounts and other customers and then implementing the plan in a disciplined, effective, efficient manner. Are we sure our account plan is as strong and as tight as it should be? What are we missing? While some of these questions are not dissimilar to selling, there’s quite a different skill set required to make sure these questions are answered, and answered properly, by strategic account management rouwverzen.net: Mike Schultz.

Key account management and planning games

key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. It all comes down to the behavior of the key account managers. These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. Key Account Management Plan Template According to RAIN Group, the biggest difference between high performing companies and everyone else is an effective account planning tool. A key account plan helps you identify the greatest possibilities for growth, potential roadblocks, threats from the competition, and more. (Learn the key differences between selling and strategic account management here: 5 Ways Strategic Account Management and Selling Are Different.) How to go about building long lasting sales and key account management skills is the topic for another piece, but the fact remains: your team needs the skills to implement key account plans and Author: Mike Schultz.

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