You know what hurts? Toiling hard to win key accounts only to find later that it’s going to get even harder for you to retain, nurture and grow those accounts. We understand this feeling too well and also the crippling effects it has on your team’s morale.
Fall is here and 2017 is also fast approaching us. Despite ever-changing consumer behaviors, the onset of the fall season and the pre-new year celebration times comprise the most important times of the year to formulate the account planning roadmap for the next year. The pressure mounts across the account management team to:
- Accomplish crazy ambitious revenue goals
- Organize and analyze mountains of data piled up
It might surprise you a bit but 20% of your customers contribute to 80% of organization’s revenue. And, this makes it all the more critical for you to supplement your key account methodology with technology – the BOT.
Like the marketing and sales teams, key account management team plays a vital role in helping the business grow. A key account manager’s routine day is chock-a-blocked with numerous to-dos, customer questions, data pulls, analytics, intelligence and other activities to not only manage but nurture the account and delight the customers.
With this mission of growing your accounts by helping your team deliver top-notch experiences to customers, it’s time for you to plug in technology (artificial intelligence such as a BOT) into your roadmap. This intelligent decision making of integrating a BOT into your strategy can help you in:
- Bridging the often talked about the gap between execution and planning.
- Boosting the performance of your Key Account Managers.
- Hitting the revenue goals.
Decide to change the dynamics
Imagine a BOT, which if you integrate into your Key Account Management strategy, that can help you in:
- Whitespace analysis to empower you in seeing the bigger picture and devising the strategy to farm and mine
- Account Planning by assisting you in making the annual planning process smoother, and creating an actionable, living document that key stakeholders across geographies can refer to for milestones through the year
- Organization Chart with Heat Map for activating right contacts and influencer relationships to win new opportunities
- Account Grandstand by eliminating the manual collation of account plans, excel sheets, mail communications etc., thereby augmenting the performance levels of your KAMs.
Doesn’t that sound a great situation for your Key Account Management function to be in?