This PPT slide, part of the 47-slide Key Account Management 101 - Best Practices PowerPoint presentation, outlines a structured approach to developing a Key Account Program, emphasizing the importance of defining key accounts and establishing processes to support them. The content is organized into 3 main components: defining key accounts, developing supporting processes and products, and creating a rollout plan for the organization.
The left section poses critical questions that need to be addressed. It starts with defining what constitutes a "key account," which is essential for identifying which clients warrant focused attention. It suggests evaluating potential criteria for screening these accounts and determining how many should be prioritized. The need for actionable segmentation is highlighted, along with clarifying the value proposition for each account. This foundational understanding is crucial for aligning resources effectively.
The middle section shifts to operational aspects, asking about the key steps in the sales and delivery process. It identifies potential points of tension that may arise during these interactions, indicating a need for proactive management. The focus here is on aligning initiatives along the sales and delivery processes to ensure the effectiveness of the key accounts program.
The right side of the slide addresses the implementation phase, detailing the sequence for rolling out initiatives, the necessity of pilot testing, and determining the appropriate pace for organization-wide adoption. It also emphasizes the importance of a well-defined communication plan for stakeholders, ensuring that everyone involved is informed and aligned.
Overall, this slide serves as a comprehensive guide for organizations looking to enhance their key account management strategies, providing a clear framework for both planning and execution.
This slide is part of the Key Account Management 101 - Best Practices PowerPoint presentation.
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Sales Consulting Frameworks Account Management Value Proposition Best Practices Key Account Management
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