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Accountability in Strategic Account Management

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Written by Mike Schultz
President, RAIN Group

In this short video, RAIN Group President Mike Schultz shares some insights from our Benchmark Report on High Performance in Strategic Account Management, including the consequences of neglecting compensation alignment and accountability, and gives you a few ideas for what you can do about them.

 

In our 5 Keys to Maximizing Sales with Existing Accounts report, we noted a number of different ways that organizations can shoot themselves in the foot when it comes to maximizing account growth. Compensation alignment and accountability are two big ones.

In our Benchmark Report on High Performance in Strategic Account Management, we found that high performers were more than twice as likely to have compensation and reporting structures aligned to support account growth. And, as well, high performers were much more likely to hold teams accountable.

Topics: Strategic Account Management