How Do You Handle Your Key Accounts?
I just read an article published by Miller Heiman that discusses some great facts about key accounts and also brings up some questions that are worth pondering.
" You are likely familiar with the 80/20 rule, but did you know that in most organizations, the ratio has actually grown to an even more alarming proportion? Twenty percent of customers generate 90 percent of the revenue while 30 percent of organizations don't have key account managers."
This article will expire, so if you're interested read it here...