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.
Top Performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction in named accounts than The Rest. Our research analyzes what Top Performers do differently to achieve this level of success and provides expert insights and tips.
Sales and strategic account management are constantly changing. What worked yesterday may not work today. The RAIN Group Center for Sales Research allows you to stay up-to-date with ongoing, fresh research analyzing the changing buyer landscape and how to succeed today.
We regularly benchmark organizations against our proprietary database of Top Performers in strategic account management. You can learn how you stack up and exactly where your gaps lie. We’ll then build you a plan to become a Top-Performing organization. Learn more.
In our Top Performance in Strategic Account Management report, we share the results of our survey, including:
of Top Performers grew revenue by 20% or more in strategic accounts compared to only 18% of The Rest.
of Top Performers grew profits by 20% or more in strategic accounts vs. just 13% of The Rest.
of Top Performers had significant year-over-year client satisfaction improvement. Only 6% of The Rest did.
The data indicates—and supports our field work—that Top Performers approach strategic account management differently than The Rest. They’re able to achieve significantly better sales results. Our research uncovers exactly what they do to achieve these results and provides tips to help you join their ranks.