Test your Key Account Management Quotient with the 5-min quiz

Part 1: Whitespace & Opportunity Awareness (3 Questions)
Have you identified all the unique buying units within your customer’s global organisation?*
Your B2B key accounts are typically large, complex, global accounts with multiple ‘buying units’. Usually a function, department, geography or their combination. Do you have visibility into these buying units as you drive your account planning?
- Yes
- Partially
- No
Do you have visibility into where your account managers can align new offerings across each of the customer’s buying Units?*
Key account growth comes from your account manager’s ability to effective cross-sell & up-sell into the account.
- Yes
- Partially
- No
Have you successfully mapped your competitors to buying units within your customer organization?*
Knowing where competitors are embedded within your key accounts and identifying your wallet share helps uncover opportunities for growth and value creation.
- Yes
- Partially
- No

Part 3: Strategic Insight (3 Questions)
Would you say your current engagement is aligned to client strategic goals for the present and the future?*
Long-term engagements are defined by value creation and that is possible only when strategic goals are aligned.
- Yes
- Partially
- No
Do you have a clear goal setting process in place?*
Revenue goal setting is the outcome of a complex set of variables, including buying unit wise potential, offering wise potential, past numbers, competitor analysis, customer goals, regulatory constraints etc.
- Yes
- Partially
- No
Are you able to prepare, share and track your annual plan smoothly with all internal stakeholders?*
Annual planning is a critical, time-consuming exercise that decides your fate for the year. Being able to build, share, track and govern the plan for a complex, global Account, while collaborating with others and bringing in joint accountability to growth is crucial to meeting key account goals
- Yes
- Partially
- No

TEST YOUR KAM Quiz