Gartner：2024年首席销售官（CSOs）策略指南报告：构建关键客户计划以促进企业发展（英文版）

By their nature, key accounts are a top priority for CEOs and chief sales officers (CSOs). CSOs tend to double-down on key account growth by allocating more resources to their largest accounts, hoping that will help them attain a higher growth rate relative to other accounts. But this “biggest customers get the best resources” approach is failing. Most CSOs agree that current key account strategies and approaches are falling short. Our data reveals that this underperformance contributes to a