Key Account Management Lies, Myths, Misconnections

Highly successful Key Account Managers differentiate themselves, their proposition, and services/products by focusing on value before price.

• TRUE

• FALSE

My Key Account doesn’t want to hear from me more than once a quarter, they will call me when they have a problem.

• LIES

• MYTH

Highly successful Key Account Managers are always very busy initiating new sales calls – some up to 25 new calls per month. There is a direct positive correlation between the number of new calls made in a certain time frame and success.

• TRUE

• FALSE

Highly successful Key Account Managers are skilful in analysing a client’s personality, neurological preference, temperament and behaviour. These Key Account Managers speak the ‘psychological language’ of the client and consequently get more and better deals.

• TRUE

• FALSE

I must be liked by Clients all the time.

• TRUTH

• MYTH

They are a strategic customer for EK, so we are a strategic vendor for them.

• TRUE

• FALSE

Highly successful Key Account Managers are cut from the same cloth. They are all very extroverted, socially confident, articulate, persuasive, assertive, mentally alert, interpersonally sharp, and physically attractive, fast paced, determined, money oriented, dominant and driven to taste the close – and bad at administration.

• TRUE

• FALSE

Highly successful Key Account Managers may never have the right answers available.

• TRUE

• FALSE