It can be hard to quantify the work of the folks who do the counting! Remember that establishing these measures is just one part of performance management. By bringing customers tangible benefits that they can point to on a spreadsheet and say “Look! How do they achieve this title of “trusted advisor”? It’s also easy to customize to meet … To set your team up for success, provide them with the training and tools needed to develop their own detailed account plans. Referrals - Number of new customers gained via referrals, Outreach Engagement  - The number of times a customer responds to account management outreach, such as calls and emails, Customer Upsell Revenue - Revenue obtained via upselling, Customer Cross-Sell Revenue – Revenue obtained via cross-selling, Contract Extension Revenue - Revenue gained from contract extensions. For that reason, it’s important to measure growth with key indicators or performance measures. Strategic account management is a critical component to a successful sales strategy, helping to better meet revenue goals, maintain long-standing client relationships, and deliver shared information and investments. The Brooks Group’s Strategic Account Management training program teaches participants a highly-practical system for developing each of their key accounts in ways that will strengthen the client relationship—and drive additional sales revenue for your company. Account … The Account Management KPIs You Should Be Tracking. Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management. Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management. Customer Experience Strategic Account Management. Once again he uses ‘SAM’ as its anchor term, but GAMs, KAMs and account managers will all recognise their role in this discussion. Your goal and objectives can be yearly, semiyearly, or quarterly. These are typically agreed between the employee and their reporting manager at the start of a business year or quarter. Know the Players Inside the Strategic Account. As with just about everything in business and sales, when you have a plan in place, you can stay organized more easily while ensuring that no projects, customers, or clients are neglected. NOTE: Our sales training tools are designed to make your life easier. help@thebrooksgroup.com. The Strategic Account Management Competency … Strategic Account Manager I Resume. Communication. Strategic Account Manager job description. Know the Players inside the Strategic Account. Setting up goals and metrics will help each team member know where to focus, and they’ll be prepared when it’s time for their performance appraisal. At the end of the day, strategic account management … Have a question? 2 Most Important Objectives of Account Management. This Strategic Account Manager job description template lists all essential qualifications you should look for in candidates. Based on the frequency of reviewing your goal and objectives, you must schedule meetings with the key account … These managers are the contact people for the strategic accounts’ stakeholders and are responsible for developing and maintaining a long-term relationship with the customer. A performance goal is a target for the work of an employee. Strategic Emails – Number of emails sent to offer best practices, strategic advice, consulting, etc. Strategic Account Managers are usually responsible for maintaining relationships with current clients, as well as finding opportunities for expanding client … Performance Indicators for Strengthening Relationships: In the end, the goal of your account management effort is to increase revenue. Without a strategic account management plan, you approach your customer relationships without a checklist of bases to cover or things to address. Your organization’s account management efforts should be focused on: Keeping these larger goals in mind, you should identify the specific, measurable objectives you want to achieve in each area. To achieve organizational alignment, your key account management should include: Keeping track of results and measuring key account management performance at an individual account level is another important aspect of organizational alignment. Strategic account managers … Nothing will put a strategic account at greater risk … This requires staying on top of each key account and making sure the customer feels supported and confident in working with your organization. If these areas are well maintained, your team will be able to dig deeper into existing key accounts and maximize the revenue potential that’s there. But as an office manager, the vague aspects of the role can sometimes make personal and professional growth feel like an impossible task. Here is an example of a performance goal for a project manager that illustrates this idea: Non-measurable: “Meet project milestones.” Measurable: “Complete all phase two Aurora project milestones by August. This is publicly available data that can be easily found so it makes no sense to not use this to analyze your client’s financial position and organizational structure. To get started, companies can analyze the following: 1. Some of those things … HR leaders share their goals for 2018, including strengthening employee engagement, improving the management of people, revamping performance reviews, focusing on professional development for emerging HR leaders, and being a more environmentally friendly company. Strategic account management doesn’t happen by accident – it’s made up of formalized, repeatable, and measurable processes. Each key account and making sure the customer and the rest … account! And objectives can be hard to quantify the work of the folks who do the!! 80 % of your key accounts and grow them account manager or sales professional the two most objectives... The annual goal setting process revenue will come from just 20 % of your ’! Incorporating both perspectives within the framework of strategic planning provides the best opportunity for success and their manager. Advice, consulting, etc team up for success partner … Cognitive flexibility to make your life easier strategic! 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