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Corporate level

Evaluate how well Key Account management is performed inside your organisation as a whole

In our company ... *

	Strongly Disagree	Disagree	Neutral	Agree	Strongly Agree
the KAM practice is considered strategically important and enjoy strong support from all roles in top leadership	Strongly Disagreethe KAM practice is considered strategically important and enjoy strong support from all roles in top leadership Strongly Disagree	Disagreethe KAM practice is considered strategically important and enjoy strong support from all roles in top leadership Disagree	Neutralthe KAM practice is considered strategically important and enjoy strong support from all roles in top leadership Neutral	Agreethe KAM practice is considered strategically important and enjoy strong support from all roles in top leadership Agree	Strongly Agreethe KAM practice is considered strategically important and enjoy strong support from all roles in top leadership Strongly Agree
KAM customers are carefully selected based on sales and future potential	Strongly DisagreeKAM customers are carefully selected based on sales and future potential Strongly Disagree	DisagreeKAM customers are carefully selected based on sales and future potential Disagree	NeutralKAM customers are carefully selected based on sales and future potential Neutral	AgreeKAM customers are carefully selected based on sales and future potential Agree	Strongly AgreeKAM customers are carefully selected based on sales and future potential Strongly Agree
enjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company)	Strongly Disagreeenjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company) Strongly Disagree	Disagreeenjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company) Disagree	Neutralenjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company) Neutral	Agreeenjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company) Agree	Strongly Agreeenjoys sufficient support and traction from other teams (local sales teams as well as other relevant functions in company) Strongly Agree
we have thorough understanding of key customers and their strategies	Strongly Disagreewe have thorough understanding of key customers and their strategies Strongly Disagree	Disagreewe have thorough understanding of key customers and their strategies Disagree	Neutralwe have thorough understanding of key customers and their strategies Neutral	Agreewe have thorough understanding of key customers and their strategies Agree	Strongly Agreewe have thorough understanding of key customers and their strategies Strongly Agree
we create solid fact based account plans customer plans	Strongly Disagreewe create solid fact based account plans customer plans Strongly Disagree	Disagreewe create solid fact based account plans customer plans Disagree	Neutralwe create solid fact based account plans customer plans Neutral	Agreewe create solid fact based account plans customer plans Agree	Strongly Agreewe create solid fact based account plans customer plans Strongly Agree
a multifunctional team creates the account plan	Strongly Disagreea multifunctional team creates the account plan Strongly Disagree	Disagreea multifunctional team creates the account plan Disagree	Neutrala multifunctional team creates the account plan Neutral	Agreea multifunctional team creates the account plan Agree	Strongly Agreea multifunctional team creates the account plan Strongly Agree
key accounts require customized solutions, products and services	Strongly Disagreekey accounts require customized solutions, products and services Strongly Disagree	Disagreekey accounts require customized solutions, products and services Disagree	Neutralkey accounts require customized solutions, products and services Neutral	Agreekey accounts require customized solutions, products and services Agree	Strongly Agreekey accounts require customized solutions, products and services Strongly Agree
our key accounts are very price sensitive and require the highest discounts	Strongly Disagreeour key accounts are very price sensitive and require the highest discounts Strongly Disagree	Disagreeour key accounts are very price sensitive and require the highest discounts Disagree	Neutralour key accounts are very price sensitive and require the highest discounts Neutral	Agreeour key accounts are very price sensitive and require the highest discounts Agree	Strongly Agreeour key accounts are very price sensitive and require the highest discounts Strongly Agree
we have senior, highly competent and well anchored Key Account Managers	Strongly Disagreewe have senior, highly competent and well anchored Key Account Managers Strongly Disagree	Disagreewe have senior, highly competent and well anchored Key Account Managers Disagree	Neutralwe have senior, highly competent and well anchored Key Account Managers Neutral	Agreewe have senior, highly competent and well anchored Key Account Managers Agree	Strongly Agreewe have senior, highly competent and well anchored Key Account Managers Strongly Agree
we have excellent communication between teams	Strongly Disagreewe have excellent communication between teams Strongly Disagree	Disagreewe have excellent communication between teams Disagree	Neutralwe have excellent communication between teams Neutral	Agreewe have excellent communication between teams Agree	Strongly Agreewe have excellent communication between teams Strongly Agree
KAM has supportive, effective and dependable processes	Strongly DisagreeKAM has supportive, effective and dependable processes Strongly Disagree	DisagreeKAM has supportive, effective and dependable processes Disagree	NeutralKAM has supportive, effective and dependable processes Neutral	AgreeKAM has supportive, effective and dependable processes Agree	Strongly AgreeKAM has supportive, effective and dependable processes Strongly Agree

Individual level

Evaluate your own personal Key Account Management strengths and areas of improvement. Your answers are anonymous and can only be seen by yourself, so be true to yourself! If you handle multiple Key Accounts, then generalize your answer to how well you know them on average.

Personally, with respect to my Key Account , I know ....

	Strongly Disagree	Disagree	Neutral	Agree	Strongly Agree
their business very well, and understand how our company and our solutions help them sell more to their customers	Strongly Disagreetheir business very well, and understand how our company and our solutions help them sell more to their customers Strongly Disagree	Disagreetheir business very well, and understand how our company and our solutions help them sell more to their customers Disagree	Neutraltheir business very well, and understand how our company and our solutions help them sell more to their customers Neutral	Agreetheir business very well, and understand how our company and our solutions help them sell more to their customers Agree	Strongly Agreetheir business very well, and understand how our company and our solutions help them sell more to their customers Strongly Agree
their strategic plan and their strategic objectives	Strongly Disagreetheir strategic plan and their strategic objectives Strongly Disagree	Disagreetheir strategic plan and their strategic objectives Disagree	Neutraltheir strategic plan and their strategic objectives Neutral	Agreetheir strategic plan and their strategic objectives Agree	Strongly Agreetheir strategic plan and their strategic objectives Strongly Agree
their fundamental financials and economic health	Strongly Disagreetheir fundamental financials and economic health Strongly Disagree	Disagreetheir fundamental financials and economic health Disagree	Neutraltheir fundamental financials and economic health Neutral	Agreetheir fundamental financials and economic health Agree	Strongly Agreetheir fundamental financials and economic health Strongly Agree
relevant business processes (e.g. purchasing, legal, logistics, production, R&D)	Strongly Disagreerelevant business processes (e.g. purchasing, legal, logistics, production, R&D) Strongly Disagree	Disagreerelevant business processes (e.g. purchasing, legal, logistics, production, R&D) Disagree	Neutralrelevant business processes (e.g. purchasing, legal, logistics, production, R&D) Neutral	Agreerelevant business processes (e.g. purchasing, legal, logistics, production, R&D) Agree	Strongly Agreerelevant business processes (e.g. purchasing, legal, logistics, production, R&D) Strongly Agree
their priorities and what they truly value in their suppliers	Strongly Disagreetheir priorities and what they truly value in their suppliers Strongly Disagree	Disagreetheir priorities and what they truly value in their suppliers Disagree	Neutraltheir priorities and what they truly value in their suppliers Neutral	Agreetheir priorities and what they truly value in their suppliers Agree	Strongly Agreetheir priorities and what they truly value in their suppliers Strongly Agree
our share of wallet, i.e. how much they spend with us compared to our competitors	Strongly Disagreeour share of wallet, i.e. how much they spend with us compared to our competitors Strongly Disagree	Disagreeour share of wallet, i.e. how much they spend with us compared to our competitors Disagree	Neutralour share of wallet, i.e. how much they spend with us compared to our competitors Neutral	Agreeour share of wallet, i.e. how much they spend with us compared to our competitors Agree	Strongly Agreeour share of wallet, i.e. how much they spend with us compared to our competitors Strongly Agree
the competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor)	Strongly Disagreethe competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor) Strongly Disagree	Disagreethe competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor) Disagree	Neutralthe competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor) Neutral	Agreethe competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor) Agree	Strongly Agreethe competitive situation. i.e. from which competitors they buy and how well considered competition is (attitude to competitor) Strongly Agree
how much sales time and effort is spent across all used resources (true Cost of Sales)	Strongly Disagreehow much sales time and effort is spent across all used resources (true Cost of Sales) Strongly Disagree	Disagreehow much sales time and effort is spent across all used resources (true Cost of Sales) Disagree	Neutralhow much sales time and effort is spent across all used resources (true Cost of Sales) Neutral	Agreehow much sales time and effort is spent across all used resources (true Cost of Sales) Agree	Strongly Agreehow much sales time and effort is spent across all used resources (true Cost of Sales) Strongly Agree
if the account is generating profit for our company, and how much	Strongly Disagreeif the account is generating profit for our company, and how much Strongly Disagree	Disagreeif the account is generating profit for our company, and how much Disagree	Neutralif the account is generating profit for our company, and how much Neutral	Agreeif the account is generating profit for our company, and how much Agree	Strongly Agreeif the account is generating profit for our company, and how much Strongly Agree
how long time it generally takes to become profitable in new major customers	Strongly Disagreehow long time it generally takes to become profitable in new major customers Strongly Disagree	Disagreehow long time it generally takes to become profitable in new major customers Disagree	Neutralhow long time it generally takes to become profitable in new major customers Neutral	Agreehow long time it generally takes to become profitable in new major customers Agree	Strongly Agreehow long time it generally takes to become profitable in new major customers Strongly Agree
	Strongly DisagreeStrongly Disagree	DisagreeDisagree	NeutralNeutral	AgreeAgree	Strongly AgreeStrongly Agree

To my Key Account we are seen as...

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