It is surprisingly difficult to predict how your account team will adapt to a more strategic way of managing their accounts, and the more influential role they will play in the company. Until your SAM program is underway, you won't know who will make the transition.
Read MoreManaging accounts strategically is different to managing accounts operationally. Some of the differences are highlighted in this blog.
Read MoreThis week, a manager asked me: “what should my account managers be doing today?” My answer was, I don’t know exactly what they should do today. But at the end of the month, I call tell you exactly how you know if they are doing their job.
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