Benchmarks for Excellence in Account Management
Table of Contents
Organizational & Operating Models
Account Management Services and Activities
Performance Measures
Delivering & Communicating Value
Lessons Learned
Back to Main Report Page
List of Charts & Exhibits
Organizational Reporting Profile
Scope of Responsibility
Number of Units Supported
Organizational Funding
Reporting Relationships
Managing Organizational Lifecycle
Strategy Development
Business Intelligence & Analysis
Customer Relationship Mgt.
Driving Sales & Profit Growth
Developing and Providing Sales Tools
Key Account Management Tools
Services Most Valued By Customers
Account Sales Growth
Account Management Productivity
Cost to Sales
Customer Satisfaction
Sales Cycle-Time
Performance Measurement
Case Examples of Measurement
Setting Expectations
Identifying Key Opportunities
From Positioning to Support
Team-Driven Success
Communicating Value and Impact
Total Benchmark Class Analysis
Co-location Tactics
Health Care Sector Analysis
Charge-Back Organization Analysis
Customer Focus
Strategy and Organization
Managing for Results
Skills and Competencies
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