Focus on the key activities required to strategically develop key accounts

Higher proportions of business are going through fewer buying points and therefore in this ever increasing competitive business environment it is vital that suppliers effectively handle those accounts that are strategically important and increasingly powerful.

Today’s Account Manager not only has to manage the sale but also the strategy that will optimise customer loyalty* with the capability to develop lasting commercial partnerships with customers. Effective account planning and management will produce greater levels of more profitable business from the existing account base but is this enough?

As the partnership develops, there is an increased expectation on supply and service levels. It is now paramount that long term business relationships are developed at all levels throughout the supplier/retailer organisations with strong linkages being critical to the future. Effective sales skills are just not enough anymore; successful Account Managers must have excellent relationship skills also.

*Evidence suggests that loyalty is a better predictor of profitability than the more common measure of market share.

Call Resolution Training Limited for an initial discussion about achieving profitable partnership revenue.