On average, sales leaders report a 2.3x increase in the size of their sales teams’ portfolios. However, only 28% of those leaders agree that their existing account management channels regularly meet their cross-selling and account growth targets.
Over the past three years, sales teams’ portfolios have more than doubled, but growth in existing accounts has been disappointing. Our research, conducted with more than 600 account managers and 700 B2B buyers, reveals why the traditional account management model and mindset may actually stunt account growth — and what to do instead.
Find out how leading sales organizations are driving growth through smarter and more effective account management. Download the white paper now.