Only 28% of account management channels consistently achieve their cross-selling and account growth targets, according to Gartner.
As the B2B market becomes increasingly competitive and saturated to the point of commoditization, it’s more difficult for buyers to differentiate between competing solutions. This is making growth opportunities harder to come by.
Managing mega accounts where a single customer is worth up to 50% of the company’s revenue flips normal account management ratios on their head. Instead of thinking in terms of accounts per account manager, you’re thinking in terms of account managers per account. For example, that figure might be 10 or more account managers managing one account.