Top Performance in Strategic Account Management

Most executives believe they are not generating maximum revenue and profit, nor are they maintaining the highest levels of loyalty possible with their existing accounts.

In our Top Performance in Strategic Account Management research, we set out to learn what sets Top Performers apart from The Rest and what you need to do to excel at growing and protecting your most important accounts.

We collected and analyzed data from 397 participants at companies that engage in formal strategic account management. From the data, along with our advisory and training work with companies in the area of strategic account management, we have gleaned thought-provoking—and often counter-intuitive—insights into what separates the Top-Performing companies in strategic account management apart from The Rest.

In our Top Performance in Strategic Account Management report, we share the results of our survey, including:

• How the right SAM team can drive more value, relationships, and opportunities within accounts
• The 3 SAM competencies that set Top Performers apart from The Rest
• The 6 discrete SAM processes that correlate with Top Performance
• The #2 most difficult SAM challenge for The Rest (and where Top Performers are challenged significantly less)
• How the effectiveness of internal and external value creation connects to client satisfaction, opportunity creation, and account plan execution

Download your copy of the report now >>