Tag: #keyaccountmanagement

Key Account Management- How Has It Evolved? Part 5
The relevance of sales enablement to KAM The definition of sales enablement relevant to this discussion is ‘’The sales infrastructure that facilitates and supports the effectiveness and efficiency of salespeople and sales activities.’’ Sales enablement encompasses the company’s investment in process design, technology, systems, training, tools and sales support teams. Much focus is put on […]
Key Account Management- How Has It Evolved? Part 4
The Evolution of Key Account Management in Business Organisations KAM is never implemented…. there is an ongoing, continuous and very long term commitment to continual improvement for the best practice KAM companies.” Davies & Ryals, 2009, p1041 (1) KAM can start small and develop over time. It is a major business change, subject to the […]
Key Account Management – How has it Evolved? Part 2
In our annual ThinkTank discussion this year we will focus on how Key Account Management has evolved since it became mainstream in the 1990s. The opportunity is there for a sales transformation of the practice of winning, keeping and growing key customers, yet we still struggle to achieve the outcomes of improved customer satisfaction, loyalty […]
Key Account Management- How Has It Evolved?
In mid-April SalesMethods are holding our annual ThinkTank discussion. This year we will focus on how Key Account Management has evolved since it became mainstream in the 1990s. The opportunity is there for a sales transformation of the practice of winning, keeping and growing key customers, yet we still struggle to achieve the outcomes of […]