Sales and relationship management are not the same thing

There is a fundamental difference between selling and relationship management.

To my surprise, I frequently come across top managers and directors in organisations, large and small, who haven’t yet had this realisation. You can see from a mile off when this problem exists: skewed reward systems, poor structure, and lack of empowerment to name a few.

To get the most from these separate and rewarding activities often calls for changed perceptions, and re-shaped businesses. Sales flow from successful key relationships!

KAM danger for growth leaders

Leaders in rapidly growing businesses can lose touch with Key Accounts. Either not ready to delegate key account management (KAM) or occupied with other pressures, this can present a serious risk for a growing business.

On the other hand, a new and inexperienced KAM function can approach relationships in ways which can create tensions and divisions. Why don’t businesses audit these important key relationships more frequently? After all, they are valuable assets and need to be managed with this in mind.

Promoco and Francis Mogg

Francis and his wealth of experience in this area can help support the establishment and growth of new KAM functions, and advice on how to get the most out of this critical area of your business. Get in touch to find out more here.