Key account management

What is key account management?

Definition of key account management:

Key account management is a term used predominantly in business-to-business sales, to describe the approach your sales people take to your most important customers and clients.   

Whilst most businesses separate key account management from sales, the skills, processes and performance metrics remain interwoven with traditional sales techniques.

Sales training provider, Rain Group states: “If you want to grow key accounts, you first need to create a universal key account definition, and make sure everyone understands it, agrees with it, and lives by it. Secondly, you need your team to excel with both account management and sales skills.”

Abbreviation: KAM

Related content:

Recent resources: