Skip to content
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change

Archives

  • January 2021
  • December 2020
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • July 2020
  • June 2020
  • May 2020
  • April 2020
  • March 2020
  • February 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • September 2019
  • August 2019
  • July 2019
  • June 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • December 2018
  • November 2018
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • June 2018
  • May 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • November 2016
  • October 2016
  • September 2016
  • August 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • December 2015
  • November 2015
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • February 2015
  • January 2015
  • December 2014
  • November 2014
  • October 2014
  • September 2014
  • August 2014
  • June 2014
  • April 2014
  • March 2014
  • January 2014
  • November 2013
  • September 2013
  • May 2013
  • January 2013
  • December 2012
  • November 2012
  • September 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012
  • February 2012
  • January 2012
  • September 2011
  • August 2011
  • July 2011
  • June 2011
  • May 2011
  • April 2011
  • March 2011
  • January 2011
  • December 2010
  • November 2010
  • October 2010
  • September 2010
  • August 2010
  • July 2010
  • June 2010
  • May 2010
  • April 2010
  • March 2010
  • January 2010
  • December 2009
  • September 2009
  • July 2009
  • May 2009
  • April 2009
  • February 2009
  • January 2009
  • December 2008
  • October 2008
  • September 2008
  • August 2008
  • July 2008
  • September 2007
  • August 2007
  • February 2007
  • September 2006

Categories

  • 360Feedback
  • 4S Leadership
  • Account Management
  • Adding Value
  • B2B
  • Balance
  • Brands
  • Business
  • Business Performance
  • Career
  • Change
  • Change Manager
  • Change Programme
  • Coaching
  • Communication
  • competency frameworks
  • Competition
  • competitive advantage
  • confidence
  • Conflict
  • Creativity
  • Credibility
  • Credit Crunch
  • cultural differences
  • Cultural Drivers
  • cultural mind-set
  • Culture
  • Culture Change
  • Current Market
  • Customer Experience
  • Customer Service
  • Data
  • decision making
  • Development
  • Development Centres
  • Diversity
  • Employee Development
  • Employee Engagement
  • employee retention
  • empowerment
  • equality
  • Facebook
  • Failure
  • features
  • Feelings As Facts
  • Field Sales Management
  • Future
  • Generation
  • Globalisation
  • goals
  • Google
  • High Growth Organisations
  • High Performance
  • High Performing Organisations
  • HR
  • Ideas
  • Improved Sales Performance
  • Incentive Schemes
  • Incentives
  • Increasing Performance
  • Increasing Sales Performance
  • Induction
  • Induction Plan
  • Influence
  • Innovation
  • Insight
  • Integrity
  • Key Account Management
  • key accounts
  • Knowledge
  • Leader
  • Leadership
  • Leadership Potential
  • Learning
  • Management
  • Management Development
  • Managers
  • Managing Conflict
  • Managing During A Downturn
  • Managing Effectively In Challenging Times
  • Managing In a Recession
  • Meetings
  • Mentoring
  • Mind-set
  • Motivation
  • Negotiation
  • Networks
  • New Business
  • Objectives
  • Operational Sales Management
  • Opportunity
  • ownership
  • Panic Zone
  • Peer Group Pressure
  • People Integration
  • People Investment
  • People Management
  • Performance
  • Performance Management
  • PerformanceManagement
  • Perseverance
  • Personaility
  • Planning
  • Post-recession
  • Presentation Skills
  • Presentations
  • priorities
  • Project Management
  • Proskill
  • Purchasing
  • Purpose Framework
  • Questions
  • rapport
  • Rats
  • Raw Potential
  • Reading
  • Reception
  • Recession
  • Recovery
  • Recruitment
  • Reviews
  • reward
  • Sales
  • Sales Directors
  • Sales Management
  • sales people
  • Sales Strategy
  • Sales training
  • SalesPeople
  • Search Criteria
  • Search Engine
  • Searching
  • Selling
  • selling skills
  • Standards
  • Strategy
  • Success
  • Succession Planning
  • Talent
  • Team Building
  • Teams
  • Technology
  • tele-sales
  • Telephone skills
  • Thought
  • Time Management
  • TimeManagement
  • Top Team Development
  • Training
  • Trust
  • Uncategorized
  • Value
  • value chain
  • value proposition
  • value-adder
  • Values
  • Vision
  • Wealth
  • Wells Fargo
  • What We're Reading
  • What's Going To Happen?
  • Work Balance
  • WorkLifeBalance
  • World Class Performance
  • Written Communicaiton

Meta

  • Log in
  • Entries feed
  • Comments feed
  • WordPress.org
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
Account Management Sales Strategy Training

Browse:

  • Home
  • Account Management
  • Increasing Demand For Improved Key Account Management Strategy

Increasing Demand For Improved Key Account Management Strategy

written by Prospero May 8, 20119:44 am updated on November 5, 2020

Over the last few years, especially since the recession started to bite, there has been a significant increase in the demand for Key Account Management training. The majority of these enquiries and interest has not been for generic, off-the-shelf interventions, but rather for more specific, tailored programmes that address particular industry and sector needs. Sales organisations are looking at their customer engagement business model (either through choice or more increasingly through necessity) – to ensure not only do they win ‘good’ business, but they keep ‘good’ business.

[geoads2]

The debate about sales strategy versus key account management strategy has been on the table for some time now. Many commercial businesses have recognised the issue and taken steps to address it – although many of these steps are more often transactional steps rather than transformational ones. The problem is organisational rather than functional and it takes considerable organisational will to develop a culture where finding good customers, winning good customers and keeping good customers is systematically institutionalised. Look at the potential issues between these three more closely:

  • Finding good customers (Marketing)
  • Winning good customers (Sales)
  • Keeping good customers (Key Account Managers)

How closely does the understanding and trust between these three functions in your organisation work? Do they all have the same understanding of what a ‘good’ customer is? Do their respective approaches utilise the same language, philosophy and criteria – one brand – one message? Does the trust factor work both ways – do the sales people trust the account managers to get the most out of the relationship – and do the account managers trust the sales people to set up the relationship in a way that is most productive?

[geoads3]

Recognising the need is only the starting point – sales teams need to the tools and methodology to analyse their customer engagement model, and then be able to clarify the vision of their strategic focus in order to mobilise and drive the cultural changes needed. This is not something that happens over night, and it is not something that can be bolted-on to an existing structure like adding an extra warehouse, for example. The real challenge is to get all three; marketing, sales and key account management – all completely aligned, so seamlessly that even the customers can’t see the joints.

Tagged with: Geo Links Photo

Related News

Read More
Two Minute Pre sales Meeting Booster
Read More
Making Personal Change
Read More
Training Sales Managers To Coach Without Context Will Not Deliver Improved Results
Read More
Sales Leadership In An Economic Downturn
Read More
Sales Management: The 7 Most Common (And Expensive) Mistakes Organisations Make When Creating The Role
Read More
The 8 Most Common Personal Attributes Of The High Performing Business To Business Salesperson
Read More
Distinctive Competencies – THE Route To Winning And Keeping Customers
Read More
The 5 Top Frustrations CEOs Have With Their Sales Function
  • Home
  • Sales
  • Management
  • Leadership
  • Leadership
  • Change
© 2020 All rights reserved. Theme Chained by AncientCoders