Best Practice Report

Strategic Account Programs: The Role Of Sales Operations

January 1st, 2018

Summary

Many B2B sales organizations, eager to acquire, retain, and grow high-value customers, are moving from decentralized structures and processes to support a centralized approach to their strategic accounts. However, an account-based model (also known as a global or national accounts program) requires significant changes in customer engagement processes by functional groups including sales, marketing, and channel management. In this report, we define the processes, tools, and metrics that sales operations leaders must deploy to support strategic account programs.

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