Addressing the Challenges of Sales Strategy Implementation

By Dr Javier Marcos
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Sales Leadership Paradoxes – Leading the Business

By Cranfield School of Management
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Creating a High performing Sales Organisation

By Javier Marcos Cuevas
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Crafting a Value-Creating Sales Strategy

By Dr Javier Marcos

Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates sustainable customer value, ensure your strategy is underpinned by the following value co-creation principles.

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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 and Measuring Sales Performance

By Javier Marcos Cuevas
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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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Creating compelling customer value propositions

By Mark Davies

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this.

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5 minutes with Rob Molyneux: My Sales Directors’ Programme experience

By Cranfield School of Management

As part of his executive development Rob attended Cranfield’s Sales Directors’ Programme, so we spent five minutes with him to discover his thoughts on the programme.

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