How do supplier organizations – and, more specifically, SAMs – develop, manage and grow their most important customers? And just as importantly, what milestones and metrics do leading companies emp... read more

How do supplier organizations – and, more specifically, SAMs – develop, manage and grow their most important customers? And just as importantly, what milestones and metrics do leading companies employ to track their progress? We surveyed more than 200 strategic accounts professionals to learn: -Which KPIs companies use to drive strategic account performance, including the mix of internal vs. external measures and leading vs. lagging indicators -How closely leading organizations align their KPIs with their strategic selling processes -How closely these companies' strategic selling processes align with the principles of strategic account management (as opposed to traditional sales) Key findings: -Barely half of respondents believe their firm's KPIs are designed to drive both internal AND customer metrics. -Companies are still weighting their KPIs toward lagging (rather than leading) indicators. read less