Competition in the B2B world has never been fiercer. With more companies fighting over every contract, the sales teams are now laser-focused on the next sale and holding on to each customer, whatever it takes. How organisations measure their employees, and what behaviours they reward add to the laser-focus on short-term gains.

Account Management, SAM, Stephen KozickiStephen Kozicki3 September 2018KPIs, Value, Competition, Sustainable, Short-term, Long-term, B2B, Strategic RelationshipsComment

Are your KPI's costing you money?

Recently we chaired a panel session at a conference run by the Medical Technology Association of Australia. The title of the session was Sustainable Healthcare, a panel discussion exploring the differing business needs of suppliers and hospitals. While it was about health, the problems with KPI’s apply to many businesses.

Gary Peacock, SAMGary Peacock4 December 2015KPIs, Short-term, Long-term, Consequences, SustainabilityComment

How do you know if your strategic relationships are getting stronger?

As more companies move from sales management to account management, we regularly get asked "how can we measure improved strategic relationships?" In sales management, we are focused on the short term so typically we measure sales results and sales prospects in dollars. Yet if we are serious about developing strategic relationships, then the results will typically being to appear between 18 and 24 months after we start behaving strategically.