Believes, process and instruments cannot do without each other. Only when these three elements are aligned, account planning tools will be effective and will account managers be eager to use them.
This is not something trivial. All behavior requires motivation, ability and a prompt.
Your believes show in the things you ask your account managers to report on and in your go-to questions in conversations with them. The account plans you use, should ask them the same questions. And your process should prompt, facilitate and reinforce the right use of the available resources.
We invite you to a conversation about believes, process and instruments in account management. This is our expertise and you’ll be surprised how easy it is to discover new and effective insights that will substantially help you improve your grip and control.