Account Team Productivity is a Secret Growth Weapon

Account Team Productivity is a Secret Growth Weapon

We live in a world of constant change and disruption. However, account teams aren’t empowered to be adaptive let alone to manage the complexity of large multi-national accounts that spend the most.

Current state productivity challenges including information overload, lack of situational knowledge and awareness and internal fragmentation cause “time poverty” and stress which leads to burnout. There is an opportunity to reverse seller drag by modernizing capabilities through automation, increased knowledge and centralization to drive a three-fold productivity gain that reduces wasted time, and increases pipeline and revenue. Additionally, employee impacts are equally valuable and span many intangible benefits that drive and motivate employees.

Executives should consider funding productivity through headcount budgets that tether the investment level to the gains realized vs. disconnected budget categories.