Twenty percent of your activities produce 80 percent of your results and in the same way 20 percent of your Account give you 80 percent of your overall revenue. Segregating your accounts based on the volume of their business and create an organisation wide engagement to Protect, sustain and grow the business, year over year. An Individual or team who manage these Key Accounts must be capable of maintaining relationship at various levels of customers. A geography-based Sales Account manager may not slip into this role that easily. How are you planning to get your team ready for Key account Management?
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