How can you ensure that your firm has created human-resources support for strategic account managers?
Select and develop strategic account managers based on a validated set of account manager competencies.
Assign strategic account managers based on the number of account relationships to be managed rather than on the number of accounts.
Develop a repeatable yet flexible sales process for your strategic account managers.
Create account manager compensation programs that drive long-term strategic relationship building by striking a balance between salary (75 to 85 percent) and incentive-bonus plans (15 to 25 percent) that reward the account manager for achieving strategic, relationship, and revenue goals.