Gartner Research

Improve Key Account Management Results Through Targeted Compensation Plan Design

Published: 22 May 2019

ID: G00404880

Analyst(s): Dave Egloff , Craig Riley

Summary

Key account managers have longer cycle times and fewer opportunities than account managers. Compensating KAMs using an AM compensation plan design often leads to underperformance. Sales operations leaders can avoid this mistake by tailoring plan elements to the role and using a balanced scorecard.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Ensure Your Compensation Plan Design Elements Reflect the Realities of Key Accounts’ Buying Processes
    • Adjust the Plan Elements Impacted by Differences
  • Develop a Balanced Scorecard That Rewards KAMs
    • A Balanced Scorecard Approach to KAM Compensation
    • Select Performance Measures for Balanced Scorecard Compensation

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