A More Strategic and Equitable Approach to Setting Growth Targets for Key Accounts
When assigning Net Revenue Retention (NRR) targets to Key Account Managers whose roles involve retaining and growing existing strategic accounts, sales leaders can be prone to taking an overly simplistic and uniform approach that fails to recognize the unique potential (or lack thereof) of a Key Account Manager’s book of business. Instead, they should consider the current state and potential of each account and assign targets accordingly. Not only does such an approach help leaders determine where to allocate support resources such as account-based marketing and customer success, it enables leaders to more accurately and fairly evaluate whom . . .
