“72% of the participants cited ‘Increased Understanding of a Customers Business’ as one of the key benefits of account planning.
It is ranked #2 in overall benefits (‘Better Win Rate’ is #1) and it is complimented by #4, ‘Increased Customer Loyalty’. This is not an accident.” Altify
Retaining and maximising revenue from your highest contributing key accounts is critical to meeting sales target. This is why key account management is so important.
Commoditisation is continually eroding your revenue and margins, so what are some of the things you can do to keep the account and increase revenue in these conditions?
You already have the resource you need to discover the right answers; all you need to do is to access it. That resource is your people and customer stakeholders on the ground.
Deep discovery of your key account management at an operational level not only gives you a steer on barriers and opportunities to growth but critically builds a deeper, more trusted relationship from the ground up.
Get To Great uses insights gained from a 360 of your key account from the perspective of your team and customer stakeholders to inform a collaborative workshop to adapt or co-create an Account Development Plan that delivers maximum value to both parties.