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Category Archives: Leadership

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Why do we need specific KAM metrics?

Consistency, Cross Functional Team, KAM Metrics, Key Account Management, Leadership, Qualitative Metrics, Quantitative Metrics, Sales and ActivityBy Louise Collins29th August 2017

The situation today The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Therefore, it is no surprise that, in general, current KAM metrics centre around sales targets and activity. However, if we consider the behaviours required for…

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