My co-workers at SBI produced some research in 2010 that you might find interesting:
* Key account revenue growth of 13.3%
* Wallet Share 76.4%
* Account Attractiveness Score up 17% (measure of quality of account)
The Strategic Account Management Association is having their Pan-European Conference in Paris on March 14th. If you are interested in best practices associated with the above figures, check it out.
Here is an example of a large account management process we rolled out last year:
The Start Up phase identifies the cross sell, up sell, and defense strategies.
The Learning Curve is the bumpy first 4 months of trying the new methodologies, tools, and systems for the first time.
Momentum happens right around month 7 and is where strategic management of the best accounts becomes a mission critical component of the sales force effectiveness program.
Success is defined as the point in time when the accounts in the program have proof that the benefits of being a participant are real.
SOP (standard operating procedure) is when the customer loyalty programs, including a large account management plan, becomes part of the culture of the company.
Where does a key account program fit into your sales force effectiveness program?