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“I really feel we are making good progress & looking forward to the continued advancements we are making as a team. Thank you so much for what you are doing to make us stand out from the crowd – means a lot.”
David Clibborn, Volvo Trucks head of fleet
Effective key account management involves so much than just training senior reps. What actually is a key account? Does everyone agree on the definition? Should they all be treated equally? If not, how to prioritise scarce resources? And then, what skills do key account managers really need?
Every organisation is unique, and therefore every key account programme will be different. We can help you with a mix of
Drawing on the Selling Interactions sales best practices database, you can be sure your programme will be fit for purpose, and actually deliver sustainable results.
“Of 8 differing types of KAM implemented in organisations, the biggest category used by 20%, was ‘middle management’ KAM i.e. NOT owned by senior leadership teams.”
Homburg et.al 2002
Key account management strategy in the transport section
International sales transformation project
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