Key Account Management is (also) a Top Management issue
Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers.
Insights
Only the Strong Survive
Top accounts have an increasingly international dimension. Governance and structures are changing. Just five years ago, if a supplier wanted
Sales Efficiency
Is it possible to achieve more with less? Successful teams are always expected to achieve ever-greater results. Perhaps the reason
Sales Steering – Opportunities and Challenges
Current business uncertainties underline the challenges for business and Sales Management. How can we grow our company when the market
Sales Managers’ objectives 2013 and the challenges
This Mercuri white paper explores the challenges connected to these objectives and what you need to do to overcome them.
Successful companies believe in KAM
How healthy is the management of your Key Accounts? We conducted a global KAM Health Check and asked managers around
Is there a Future for Medical Reps?
CHANGING ENVIRONMENT Like in sales, jobs and job descriptions are changing over time. With the changes in the economy, in
The changing environment of the Sales Manager
Today, sales processes have become more complex and sales representatives need to embrace out-of-the-box-thinking, creativity and curiosity. Read more By
Do you practice Platform Thinking?
PT is a powerful tool for planning sales activities, resources allocation and calculating stability factors. To find out more, please read