Comments on: Major Account Management - Focusing On The Objectives http://www.thejfblogit.co.uk/2008/09/24/major-account-management-focusing-on-the-objectives/ For DEDICATED Business Professionals Tue, 06 Jan 2009 21:19:55 +0000 http://wordpress.org/?v=2.6.3 By: Jonathan Farrington http://www.thejfblogit.co.uk/2008/09/24/major-account-management-focusing-on-the-objectives/#comment-11160 Jonathan Farrington Thu, 25 Sep 2008 08:17:39 +0000 http://www.thejfblogit.co.uk/?p=416#comment-11160 Jim, I concur completely: I advocate that my teams hold a QBR (Quarterly Business Review) meeting every three months, to review their strategies, as I discuss in detail within my ebook - "Key Account Management - A Fresh Approach" I am sending you a complimentary copy today. Thanks for stopping by and commenting. Best JF Jim,

I concur completely: I advocate that my teams hold a QBR (Quarterly Business Review) meeting every three months, to review their strategies, as I discuss in detail within my ebook - “Key Account Management - A Fresh Approach”

I am sending you a complimentary copy today.

Thanks for stopping by and commenting.

Best

JF

]]> By: Dr. Jim Anderson http://www.thejfblogit.co.uk/2008/09/24/major-account-management-focusing-on-the-objectives/#comment-11158 Dr. Jim Anderson Wed, 24 Sep 2008 23:00:29 +0000 http://www.thejfblogit.co.uk/?p=416#comment-11158 Jonathan: ok, so I get the multi-level account objectives. In fact, I suspect that mots sales professionals subscribe to these at least in passing. The point that got glossed over in your post was the importance of dynamic objectives. We do not live in a static world, we change and our customers change. Plans laid down at the end of one year are rarely realistic as we approach the end of the next. . Case in point: if your "hard" objective is to sell 5 products into an account, then what happens if the account team gets lucky and completes the sale in the first quarter? Do they get to take the rest of the year off? I'm guessing that they don't. The same can be said that if you are past the half-way point in the year and your team is off-target, then it's time to re-evaluate and make adjustments (perhaps in your team, perhaps in your objectives). . - Dr. Jim Anderson <a href="http://www.TheAccidentalCommunicator.com/" title="The Accidental Communicator Blog" rel="nofollow">The Accidental Communicator Blog</a> Jonathan: ok, so I get the multi-level account objectives. In fact, I suspect that mots sales professionals subscribe to these at least in passing. The point that got glossed over in your post was the importance of dynamic objectives. We do not live in a static world, we change and our customers change. Plans laid down at the end of one year are rarely realistic as we approach the end of the next.
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Case in point: if your “hard” objective is to sell 5 products into an account, then what happens if the account team gets lucky and completes the sale in the first quarter? Do they get to take the rest of the year off? I’m guessing that they don’t. The same can be said that if you are past the half-way point in the year and your team is off-target, then it’s time to re-evaluate and make adjustments (perhaps in your team, perhaps in your objectives).
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- Dr. Jim Anderson
The Accidental Communicator Blog

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