Published: 05 August 2024
KAMs struggle to meet their quotas, with only 34% achieving their targets. This document guides CSOs on how to leverage technology to support KAMs, improving their performance and reducing their workload.
Despite key account programs being critical to driving organizational growth, only 34% of key account managers (KAMs) report hitting their quota, according to Gartner’s survey on seller productivity.
KAMs report spending the least amount of time on customer-facing activities per week compared to any other customer-facing role in the sales organization. Gartner’s Seller Time Spend Assessment shows that KAMs spend 19% of their time — the equivalent of nearly one day per week — on nonselling activities.
While chief sales officers (CSOs) deploy technology to try to help KAMs, 44% of KAMs report that the number of technologies required to
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