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Keys to Effective Strategic Account Planning
Author: Steve Andersen, Performance Methods, Inc.
Presentation Handout | April 25, 2010
In today's competitive environment, strategic account managers cannot afford to waste time with "fill in the forms" account planning. Instead, learn a deliberate approach to account planning that commits the entire extended account team to a realistic program for the customer. You will learn: * The key components of an actionable, value-focused account plan * How to balance short-term revenue and long-term relationship goals * How you can focus your account planning process on what your customer values most * How to benchmark your current account planning process against a set of industry standards
Available to SAMA members only
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