Create Human Resources Support for Strategic Account Managers


How can you ensure that your firm has created human-resources support for strategic account managers?

  1. Select and develop strategic account managers based on a validated set of account manager competencies.

  2. Assign strategic account managers based on the number of account relationships to be managed rather than on the number of accounts.

  3. Develop a repeatable yet flexible sales process for your strategic account managers.

  4. 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.




The Seven Keys to Managing Strategic Accounts
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112

Similar book on Amazon

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net