Key account management global account selection

9,661 views

Published on

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.

Published in: Spiritual, Business, Technology
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
9,661
On SlideShare
0
From Embeds
0
Number of Embeds
87
Actions
Shares
0
Downloads
276
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide
  • 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

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

    ×