1. HOW DO YOU IDENTIFY STRATEGIC KEY ACCOUNTS? *

Our approach is pretty much short-term and limited in scope. We focus on immediate wins without a long-term game plan.

We have a thought-out process for identifying key accounts, but it needs to be documented and can be a bit hit-or-miss when trying to replicate it.

We’ve got solid ways of working to identify key accounts. Our engagement reflects our business strategy, aiming for long-term relationships with benefits that grow over time.

2. HOW DO YOU TRACK AND MANAGE ACCOUNTS? *

Tracking and management are primarily ad-hoc and reactive, focusing on immediate issues without a cohesive strategy.

We have some processes for tracking and managing key accounts, but they’re not consistent or well-documented, making it hard to replicate success.

We have a well-defined system for tracking and managing key accounts. Our strategic approach aligns with our long-term goals, ensuring scalable benefits and strong relationships over time.

3. HOW DO YOU TRACK ACTUAL VS. PLANNED PERFORMANCE? *

We barely track actual performance against our plans, if at all.

We track account performance manually and not very often, we review variances on an ad-hoc basis.

We have automated tracking throughout the year, reporting variances directly to the sales reps.

4. WHAT IS YOUR RELATIONSHIP WITH YOUR CUSTOMERS? *

Our relationships are mostly reactive, just responding to customer demands and providing the requested information.

We build close customer relationships, offering customized services that aim to boost our business profitability in the medium and long term.

We proactively address customer needs to achieve the desired sales impact. We foresee their reactions and take actions explicitly tailored to their unique characteristics.

5. HOW ARE CROSS-SELL AND UP-SELL OPPORTUNITIES IDENTIFIED? *

These opportunities are identified based on the sales rep's knowledge of the customer, our offerings, and the industry.

We use internally collected data on customer priorities, sales history, and industry trends to identify these opportunities.

We rely on internally and externally collected data, including third-party insights, and align this information with the customer's needs.