Kam Systems Quick Guide

Listing Results Kam Systems Quick Guide

Frequently Asked Questions

• How do you implement a Kam program?

  1 Step One: Recognize that KAM is an organizational change, not a sales technique. KAM implementations take years, not months. ... 2 Step Two: Get high-level buy-in. An organizational change of this magnitude requires high-level sponsorship, preferably C-suite. ... 3 Step Six: Set the right metrics. What gets measured gets managed. ...

• What are some examples of best practice in Kam?

  One obvious example is supply chain management. If a key account is promised priority access to urgent products or services, it is Operations who can provide that, not Sales. Best-practice companies choose to train their operations and supply chain people in KAM as well as their sales people.

• What is the Kam process for suppliers?

  KAM is a radically different organizational process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits. Not surprisingly, smart suppliers are keen to implement KAM.

• How many key accounts should I have in Kam?

  It is easier to add customers to your KAM program than it is to ‘demote’ customers once you have told them they are key accounts. Generally, the number of key accounts should be small. Our rule of thumb is somewhere between 5 and 25 key accounts.

• How can key account management strategy be improved?

  However, a key account management strategy can be boosted significantly by clearly identifying which manager is in charge. By defining sales manager roles more clearly, your organization can take the time to assess the skills of the various managers and allocate the manager best suited to KAM to the strategic accounts role.

• How do you manage your key accounts?

  Meet with key accounts regularly The word ‘management’ in key account management is paramount, and managing accounts requires regular contact. Try to meet with your accounts regularly, or at least speak to decision-makers on the phone.

• What skills does a key account manager need?

  Key account managers have a big job. They not only need top-notch selling skills but also strong leadership, communication, and management chops. Here are the top six skills a key account manager needs to succeed. 1. Communication At the top of the list is communication.

• What is Key Account Management ?

  But, […] Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits.