The success of a global account program begins with proper selection of key accounts. Learn how to establish a selection process in this presentation by Sales Benchmark Index.

1. Key Account Management: Global Account Selection Are you ready to be world Class?

2. The Situation $750M Technology firm faces: Competitive pressure in top accounts Challenges managing global customers with local resources in a matrix organization VP Sales wants: Complete Global Account Management Program Transition plan with rapid results

4. Telling the customer they were a key account without the infrastructure to support it

6. Selection Process

7. Customer Opt-in package

8. Defined Roles & Responsibilities

9. New P&L management per account

10. Transitioned best sales people and management into the program

12. Customer Perspective Our top accounts told us they want:

13. Customer Weighting Parameters Align program to customer’s preferences

14. Growth comparison Our top accounts should grow in-line with their own revenue growth Our Growth Customer’s Growth Growth is aligned with Client 6 Client 15 requires more focus

15. Classifying Global Accounts High Customer Revenue Potential High Low Our Attractiveness to Customer

16. Account Rankings Us

17. The Result

18. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com/