Many strategic account management programs are derived from an organization’s successful sales operation. These organizations believe that those sales/account representatives who were responsible for major account acquisition and/or exponential revenue growth with existing accounts will also be the best candidates for leading an strategic account program to success. The challenge is that this is not necessarily the case: the best sales people do not always make the best strategic account managers…
What follows is a guide to the profile of a best-in-class Strategic Account Manager with supporting criteria that defines the 5 distinct elements to benchmark a strategic account manager’s performance.
