Home » Member Resources » Key account teams » Page 4

Key account teams

Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.

This category can only be viewed by members.

AKAM Workshops & Conferences

KAM Matrix: Pills for creating value in KAM

Carlos Ferrer Sotillo, BT Global Sales Director, delivered a presentation full of 28 inspirational ‘pills’. Drawing on a wide range of rousing and thoughtful messages, he challenged participants to take a handful of specific pills and use them to find ways of adding customer value. The audience was indeed inspired, and produced outputs ranging from…

To access this post, you must be a member. Please login or sign up.

Webinar

Leading in a virtual workspace

Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years. However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to…

To access this post, you must be a member. Please login or sign up.

Webinar

Trust: build, maintain, repair – a continuous journey

Does your customer fully trust you? You are of course trustworthy, yet this does not mean you are trusted. Trust is essential bedrock for progressing customer relationships yet at times it is managed too passively. Its assumed to be at an acceptable level when this really is not good enough. With a richer and deeper…

To access this post, you must be a member. Please login or sign up.

AKAM Workshops & Conferences

KAM/Sales management stressors: When it frustrates…and when it doesn’t

KAM often results in (counterproductive) stress – but where does it really come from? Research shows that no single factor induces stress, it’s about different combinations of stressors So how do you achieve ‘non-stress’ i.e. mellowness? And should you try? It’s not just the flip-side of stress.

To access this post, you must be a member. Please login or sign up.

Papers and articles

Rewarding Key Account Management

Rewards tend to change behaviour and activity, as indeed is the intention. It is not clear, however, that rewards necessarily achieve the desired objective: in some cases, companies may be rewarding what would have happened anyway, or even generating negative and potentially damaging behaviour. Does ‘management by results’ work? Should key account managers be rewarded…

To access this post, you must be a member. Please login or sign up.

Member Resources

Sales director’s role in optimising your team’s potential

Too often, senior managers seem to think they can simply give their approval to KAM and leave it at that, which doesn’t work for many reasons. It isn’t what key accounts expect, for a start, and it leaves key account managers battling to get the commitment they need from the rest of the company to…

To access this post, you must be a member. Please login or sign up.