Select the right key accounts

In this paragraph, we will discuss how you can select your key accounts. Firstly, prove that the concept is right: identify barriers and demonstrate success. Don’t add to many key accounts (3 max) at the start of your program. Secondly, develop criteria for selecting your next round of key accounts. Currently interesting are multi-nationals or fast-growing accounts. Those might not generate revenue with your company today. However it can be considered as strategic and high revenue potential for the future.

Often forgotten but key for success: identify/confirm the right set of skills and behaviors required to manage your key accounts (new business acquisition, business development, retention, sales process execution, account management, channel strategy, revenue attainment, profitability, customer satisfaction and lifecycle management). #keyaccountmanagement #salesoperations #revenuemanagement #accountbasedmarketing