From the course: Key Account Management
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Measure key account results
From the course: Key Account Management
Measure key account results
- A key account management program must deliver business results, so it's important to have the right measurements in place to find ways to improve. When measuring any business activity, I like to look at two broad areas, the inputs to that activity, as well as the outputs. In other words, don't just look at product sales from the key account. You want to measure time and resources that you put into the account as well. Measuring inputs and outputs gives you a more complete picture. Let's start with the inputs. Take a look at your key account plan that describes in detail who you're targeting in the key account and what you're trying to achieve. For each target, you should have outlined all the activities that you planned for a specific time period, and these include events, programs, and so on. Well, the simple question is, did you or did you not do that activity? And if not, how could you improve next time? You may…
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