9 Habits of Highly Successful Key Account Managers


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We have been conducting an in-depth study of global KAM trends since early 2013, engaging with key account managers who sell into some of the world’s biggest and best companies.

We wanted to understand the challenges they faced, the techniques they used and what they saw as the future of KAM. The results are a vivid portrait of what it takes to be successful in Key Account Management.


We have called it the 9 Habits of Highly Successful Key Account Managers*:

Habit 1: Select

Habit 2: Identify

Habit 3: Connect

Habit 4: Engage

Habit 5: Understand

Habit 6: Strategize

Habit 7: Navigate

Habit 8: Justify

Habit 9: Succeed

The habits suggest that KAM is entering into its golden age, where it has new importance discipline and structure. It is seen as strategically important to organizational success. It is an essential response to competitive pressures within key accounts and most important of all to changes in how large customers buy. It is essential to:

  • Protect and grow revenues from the corporation’s lynch-pin customers
  • Keep pace with the sourcing procurement and supply chain strategies of its customers.

The habits are a portrait of the most successful characteristics and behaviors of key account managers set against the background of increased pressure on prices, centralization of buying decisions within large global organizations and other trends such as the consolidation of suppliers.

So, let’s examine the 1st habit: Select.

Republished with author's permission from original post.

Ray Collis
Ray Collis is a Business to Business sales coach, sales trainer, Director and Buyer Research Practice Lead of The ASG Group - recognized among the Top 5 sales training organizations worldwide in terms of overcoming the challenges in B2B selling to procurement, or the sophisticated buying organization (ES Research Group). Ray is co-author of several books, including The B2B Sales Revolution and QuickWin B2B Sales, and also of the sales blog Buyer Insights.


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