5 thoughts on “6 Attributes of a Successful Key Account Manager”

  1. Very instructive, however some organizations driving Key Account Management (KAM) as a program may not be patient enough as they seek immediate and visible outcomes. KAM is primarily long-term focused.

    1. Esther, we totally agree! Most organizations mistake KAM for a sales program and shortchange themselves. When setting up these programs, it’s important to also establish leading indicators as the measurement of progress and success in the early phases of the program. Senior management must clearly understand how progress in the leading indicators will result in the important outcomes (lagging indicators) they seek.

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