In this podcast Kevan Hall, CEO of Global Integration, discusses global account management. Global account management has become common in large global organizations and their suppliers but it represents a real step up in complexity from national accounts or other local key accounts management.
Global accounts managers need to be able to cope with complex customers, manage the complexity of their own organizations (which can be harder) and deliver service and sales through matrix and virtual teams – often without traditional hierarchical authority.
A lot of global account management training focuses on sales ability but we also need to recognize and build the new skill levels required for this additional level of business complexity. In this podcast Kevan talks about what makes a global account and what are the key drivers of complexity in managing complex global account teams.
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