Page 21 - Connell Strategy Objective Book 2019
P. 21
Key Performance Indicators
Key Performance Indicator Measure
Key Account (KAM) – Account Manager (AM)
1 DYNAMICS Adoption
2 Ex Stock Sales
Profitability
4 New Business Development
5 Team Capability Thru Competency - Skill Development
6
• Account Pre-Call Planning and Reporting KAM Completed * AMCS
• Accounts with Open Opportunities AMCP*
3
AMCS AMCP
Customer Engagement - Experience
• Multiple Level Customer Contacts • Sales Growth Rate %
KAM AMCS
KAM AMCS
AMCP
• Sales Growth Achievement
• Gross Margin % Improvement KAM
• Achievement in Gross Profit Growth
• Nos. Guru Calls and/or Joint Customer Visits KAM
• New Business Contribution Rate
• Nos. New High Potential Strategic - Incubating
AMCS
AMCP
KAM AMCS AMCP
AM CP
Customers Identified
• Establish Individual Training & Development Plan
• Customer Retention Rate
