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Key account management global account selection
 

Key account management global account selection

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The success of a global account program begins with proper selection of key accounts. Learn how to establish a selection process in this presentation by Sales Benchmark Index.

The success of a global account program begins with proper selection of key accounts. Learn how to establish a selection process in this presentation by Sales Benchmark Index.

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  • Contact us if you would like to understand how you can leverage Global Account Management to increase revenue.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

Key account management global account selection Key account management global account selection Presentation Transcript

  • Key Account Management: Global Account Selection
    Are you ready to be world Class?
  • The Situation
    $750M Technology firm faces:
    Competitive pressure in top accounts
    Challenges managing global customers with local resources in a matrix organization
    VP Sales wants:
    Complete Global Account Management Program
    Transition plan with rapid results
  • What Did Not Work
    • Treating key accounts as several distinct accounts across the globe
    • Telling the customer they were a key account without the infrastructure to support it
    • Relying on sales managers to coordinate efforts among global peers
  • What Did Work
    • Installed Global Account Management Program
    • Selection Process
    • Customer Opt-in package
    • Defined Roles & Responsibilities
    • New P&L management per account
    • Transitioned best sales people and management into the program
    • Established quarterly audits
  • Global Accounts Selection Process
  • Customer Perspective
    Our top accounts told us they want:
  • Customer Weighting Parameters
    Align program to customer’s preferences
  • Growth comparison
    Our top accounts should grow in-line with their own revenue growth
    Our Growth
    Customer’s Growth
    Growth is aligned with Client 6
    Client 15 requires more focus
  • Classifying Global Accounts
    High
    Customer Revenue Potential
    High
    Low
    Our Attractiveness to Customer
  • Account Rankings
    Us
  • The Result
  • Learn More
    Contact us to hear the rest of the story...
    Email - info@salesbenchmarkindex.com
    Phone - 1-888-556-7338
    Web: http://www.salesbenchmarkindex.com/