%
of sales leaders rebuild their key account programs at least once in 7 years due to underperformance (Gartner, 2019)
Successful Key Account Management is easier said than done!
Issues in managing key accounts require resolutions. Otherwise, if unaddressed, they can strongly limit your company’s performance. Areas we therefore tackle involve:
Foregone and unquantified revenue opportunities
Without a revenue heat map available, opportunities remain unnoticed, lack detailed sizing and strategic development as well as reliability in forecasting their closure.
Wrongly selected accounts and inefficient resource allocation
A purely revenue-based selection may lead to wrong or to too many key accounts with inefficient people and time allocation. In turn, opportunities remain unexploited or even unnoticed.
KAM teams don't act strategically with key accounts
Managing key accounts requires a distinctive set of skills including developing strategic win-win propositions and establishing relationships at all levels of the client’s organisation.
Our Program “Go Key Accounts” offers solutions
True PartnersHIPs
Sell to your key accounts based on value not price and turn them into true partners
team & organization
Build the necessary team capabilities and establish the right organizational set-up
Solid Processes
Plan properly, control and review progress, achieve forecast reliability
KEY Benefits
The “Go Key Accounts” program has been designed to enable you to retain and grow those customers who matter most to you. Giving your key accounts the attention they require brings significant benefits along the way.
WIN-WIN RELATIONSHIPS
Be true partners with your key accounts using a well-tailored approach
Aligned KAM Function
Enable your teams to operate frictionless across the key account function
REVENUE GROWTH
Tap into unrealized growth potential short term and make it sustainable
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