Sales organizations devote substantial resources to growing business with their largest and most important accounts. But too often, driving this growth relies on highly skilled key account managers (KAMs). The challenges of growing and maintaining complex key account relationships cannot all be overcome by deploying skilled KAMs. For key accounts to achieve their full potential, it takes more.
Improve Account Management Results Through Compensation Plan Design
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.