They also identify that these decisions require a process of planning, preferably one that involves the partners of the company. The matrix of the portfolio of customers, is an important tool for management of sales, that allows to identify the keys to your business accounts. Key account planning requires a significant investment of time, so it should be clear the actions and strategies to implement. In practice, the use of the matrix has made companies rethink their perceptions of what constitutes a planning of key accounts (KAM). The planning process it is essential in the analysis to be done of the perception that the customer has of your company; It is the only way to identify the added value that your business can offer its products or services. Indeed, scholars have noted a lack of understanding by businesses with customers, which are the raison d ‘ etre of the organizations. In addition to providing a process of adaptation to the key account planning, research on the strategic marketing planning suggests some routers that are important when it comes to implementation. These routers include a group of effective work, an optimum administrative management and a labor climate, productive and competitive.
Planning can also view facing cultural, cognitive, financial barriers and some difficulties in the execution of processes. Finally, the consolidation of the objectives is important when carrying out the tasks, where the staff of your company will have control on their own performance, and thus contribute to the management of new key accounts. In the next installment learn the implementation methodology for the work of key accounts KAM (Key Account Planning phases Management).