Strategic Account Management Research

Most executives believe they aren't 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

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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.

In fact, Top Performers are 2.5 times more likely than The Rest to have an effective process for building account plans.

And from a skills perspective, Top Performers are light years ahead of The Rest, both when it comes to leading the process to build the plans, and then assuring those plans are executed.

How many of your accounts are buying your full set of offerings? Selling to existing accounts is one of the biggest untapped opportunities for revenue in sales.

Train your sellers to penetrate, expand, and protect their key accounts and build a consistent account management process for your team.

Learning modules include:

Analyzing Stakeholders and Decision Making
Competitor Analysis and Planning
Account Mission and KPIs
Filling Your Account Pipeline with New Opportunities
And more

Learn more about Strategic Account Management. east

How many of your accounts are buying your full set of offerings? Selling to existing accounts is one of the biggest untapped opportunities for revenue in sales.

Train your sellers to penetrate, expand, and protect their key accounts and build a consistent account management process for your team.

Learning modules include: