As you prepare for the new year you’ve got ambitious goals for growth and retention. Retention is essential to meeting your growth numbers. Otherwise, it becomes less attainable with approximately 70% of annual revenue coming from existing clients. So, to ensure retention, your key account managers need to be at their best to shore up these VIP […]
Developing a key account management program is a worthwhile effort, given the fact that key accounts can represent 30 to 50 percent of revenue and margin for many companies. So, retaining these top accounts is essential in an increasingly competitive marketplace.
Top Key Account Managers (KAMs) continually build their skills and knowledge. Research shows that without consistent coaching, feedback, and reinforcement, KAMs will quickly forget what they learn.