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