Are you sharing the right information with Strategic Account Managers, those responsible for your most important customers? An account playbook is a good way to share key information in a timely manner. There’s a payoff to including a mix of the right metrics. This playbook reflects not only what we’ve needed to track on our strategic accounts to date, but where the future is taking us as customer expectations change.
The payoff from a scorecard that is well designed are in these three areas-
- Getting a heads up on risks with the account; alerts to head off problems before they become more serious
- Being armed with data needed to secure more resources to support customer where needed
- You and the company now have indicators to evaluate performance that relate to some of the most important goals