Who’s Managing Your Customer Assets?
Why Top Firms Are Investing in A New Breed of Sales Leaders.

No matter the industry, type of company or location, the topic of how to attract, develop and retain good people is at or near the top of every executive agenda. Of the highest priority is identifying and developing the segments of the workforce that drive current and future growth, which is why the issue of employee investment is most important and urgent with respect to those managing a firm’s strategic customers. Such customers – usually managed by so-called ‘strategic account managers’– should be regarded as assets because they constitute a firm’s future. By definition, their success or failure will have a critical impact on the company.

By Christoph Senn and Lisa Napolitano
Account Management Center, 2008

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