We just finished a session on strategic account management for a client. Once again we were reminded about the power of strategic planning.

In this session, we helped account managers develop a long-term plan for the mutual benefit of their selected customers, including setting goals. We asked them to think about goal-setting from three levels:

• Clear Goal - The managers can “see” it. They know how to reach it. Value is clear, but a bit pedestrian. It’s a lay-up.

Why should every company, business unit, marketing unit, and professional salesperson have a sharper focus on major accounts?