Target Key Accounts with Surveys
By: Marc E. Carlson
CustomerCountSM Business Relationship Manager
It is one thing to hear from contacts at key accounts that your organization is satisfying their needs and wants. But do you really think those important contacts are going to openly express their displeasure or ideas for improvement with your sales representative verbally? Most likely not. It is not our nature to feel it is our place to tell a company how they should be conducting business. Generally you only hear about key account issues with your company when receiving notice they are going with a competitor of yours. Now it is too late to survey the key account. To combat this unfortunate situation, employ an annual survey targeting key accounts is a strategic decision allowing your organization to uncover concerns or issues before a competitor gets to your contact and persuades them to switch.