One of our clients needed to know the real drivers for good performance of their account managers. They had two key questions:
What does it take to be a successful account manager in our business?
What can we do to improve the performance of our account managers?
Approach and solution
Working closely with management, account managers, HR Managers, HR Business Partners other departments (Sales, Marketing and Finance) to generate and/or gather the relevant data.
Performing advanced data analytics to create new insights and/or develop predictive models. Translating these new insights into practical recommendations for the performance improvement of the processes and interventions.
They obtained an objective insight of the individual and total account management potential.
Also discovered the success-competences for a successful account manager.
Due to these results the company was able to develop a tailor made HR policy with improved recruitment and Talent management. The results were also used to formulate the Business Plan.