Key Account Manager Best Practice Scorecard
Extensive experience with companies implementing Key Account initiatives has persuaded us that without the right corporate environment and support the initiative is likely to fail.
For this reason, we always begin our discussion with the senior management team by ensuring that the implications of moving to a key account approach are well understood and accepted.
We have identified eight areas which should be considered:
The Key/Strategic Account Manager’s Scorecard presents a set of core components and their elements set out as objective statements.
These components and elements are generic and have been identified in consultation with many companies with successful account management operations.
The Account Manager is able to score him/her self against each element and so identify where additional attention should be given.
The Scorecard is inevitably generic. It is likely that an individual company will require variations and, if helpful, we can work with you to create a bespoke version for your team.
Note: This sheet is completed automatically from your input to the individual capability sheets.