 |
Managing the account
management operation |
|
|
|
Managing
Performance
Managing an account management operation is not the easiest job in the world.
Just take the problem of performance management. How do you monitor how well
your team is developing their accounts? Are you forced to rely on final sales
figures and the periodic account review to judge whether your Account Managers
are on top of their accounts? Then there's account planning; getting people to
build plans is one thing, getting them to implement them is a whole different
story.
The problem is that account management is new, well at least when compared to
traditional transactional selling, and until now not all the means and tools
required to support it are known or available
|
RM3 – an expert tool for account managers
At Xmonic we have developed RM3, a product specifically designed to support the
management and implementation of account management operations
RM3 will continually monitor your account operation and automatically scan key
performance indicators. It will then inform you of any deviation that suggests
things may not be as they should. RM3 will also monitor account plans, remind
people of agreed tasks, chase when they are not done and, when necessary,
escalate to management that an account is slipping behind plan.
Monitoring how well an Account Manager is developing his or her accounts
requires an assessment of how effective the individual is in taking a proactive
approach. The degree they involve support people in their accounts, how they
respond to issues and the frequency they review and modify account plans.
Essentially you need to be assured that your people are in control, or at least
know when events are controlling them. And these days, when more and more
companies recognize the potential of measuring customer profitability, you and
your Account Managers need to be able to monitor the profitability of each key
account. RM3 can help you with all this.
|
RM3 – managing the
activities of the account team
As well as giving your Account Managers the tools to operate effective account
management, RM3 records all their actions and activities in developing their
accounts. At any moment you will be able to see the progress each Account
Manager is making in their accounts. It will tell you which support people are
helping your Account Managers, and help you establish which accounts are
profitable. RM3 will monitor critical information to automatically give you and
others early warning that your company's relationship with one of its important
customers is becoming strained. RM3 offers endless options to create exception
reports and monitor the effectiveness of your account management operation.
RM3 is your support in managing your account management operation
|
|
|
| |
|
|
|
|
|
|