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Scorecard for Managing Strategic Accounts

Posted by Ron Snyder in Best Practices | 0 comments

Today, the big focuses on having insight into your customers’ issues and how you uniquely solve them to drive your sales efforts. Man playing chessThis is what the “Challenger Sale” model (by the Corporate Executive Board) is all about.

Likewise, if you focus on strategic accounts, you need insight into how well your team is working with these accounts in order to optimize your results. Having a scorecard enables you to carefully evaluate your key account strategies and use of sales enablement resources to ensure you are getting maximum return on your sales efforts. Keep in mind that there is a huge cost of chasing the wrong deal and wasting valuable resources that could have been used elsewhere. Also, good account planning ensures that your team is driving their sales efforts by insight into the customer’s situation- with the support of key players in the account.

We have developed a scorecard designed to help you do this. It is called the Strategic Account Management Scorecard. It measures a sales organization’s effectiveness compared to Best Practices in six critical categories: