Keeping Account Management REAL

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Account Management should be methodical. A process to work through to ensure nothing is missed.  The best way to do this is to remember 4 key stages.

The four key stages in account management are:

Recognise – The needs of the business, the customers' requirements and the role of the account manager
Evaluate – Our current customer base, prospect list, category and planning process
Act – On our plans, the sales process and required resources
Learn – From what we've done, sharpen the axe and move forward

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