Sales Leadership Paradoxes – Leading the People

By Cranfield School of Management
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Sales Leadership Paradoxes – Leading the Business

By Cranfield School of Management
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Executive Insight - What is World Class Key Account Management?

By Dr. Sue Holt
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Motivating, incentivizing and rewarding for Key Account Management

By Dr Javier Marcos

How do you incentivise and support the roll out of key account management programmes? When implementing key account management (KAM), thought needs to be given to the question of how to incentivize and support the roll out of all key account management programs.

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Sales Leadership Paradoxes

By Cranfield School of Management

Sales organisation are changing, so should sales leadership

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Executive Insight - Managing the Key Account Portfolio

By Dr. Sue Holt
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Implementing Key Account Management - KAMA Chameleon

By Dr. Sue Holt

Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our world, the Key Account Manager (KAMgr). The KAMgr job has evolved over the last 20 years into a complex and multi-faceted role which is a very different role from that of traditional sales roles. The role stretches far beyond the sales function where it has traditionally been seen as residing and encompasses the whole organization and that of the customer.

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