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Sneak Peek at the Benchmark Report on High Performance in Strategic Account Management with Our SAM Infographic

In our white paper Why Strategic Account Management Fails, we noted that high performers in strategic account management were significantly less likely to face 16 of 19 common challenges in Strategic Account Management. We didn’t, however, have space to go into much detail in this specific area. Since publishing the white paper, we’ve been asked quite a bit for more detail on the specific challenges faced by companies that engage in formal strategic account management, and the differences between high performers and average / below-average performers.

Though access to the full Benchmark Report on High Performance in Strategic Account Management is reserved for one-on-one interactions and for our work with clients, we are happy to share this more in-depth look at some of the challenges that stood out to us.

We encourage you to share this infographic with others, and look forward to hearing your thoughts, comments, and questions here on the blog.


Click to enlarge.

Additional Reading
6 Strategic Account Management Roles Every Company Needs to Know About

Ask leaders at companies how much more they believe they could be selling to their strategic accounts and you don't hear 5%, 10%, or 20%.

It's usually more like, "We should be selling 2 times…3 times…even more."

Ask what's in their way and you'll often get this answer, "Our strategic account managers just aren't doing what they need to do to penetrate the account, cross-sell, and keep the competition out so we can truly grow our accounts to their potential."

On-Demand Webinar: Unleashing Account Sales Growth in 2017

With 2017 right around the corner, most organizations are building strategies to increase revenue, win more sales, and beat their targets in the year ahead.

But with increased competition and product/service commoditization, those same organizations either risk trying "the new, shiny trend" or same-old sales training that just doesn't cut it.

[New White Paper] Competencies of Strategic Account Managers

As part of our research this year, we have learned:

  1. The number one priority of sales leaders for the upcoming year is to increase business with existing accounts.
  2. Since 2012, there has been a marked increase in growth potential within existing accounts.