Don’t Strike Out Searching for Strategic Account Management Talent

Posted by Ashish Vazirani on Wed, Oct 02, 2013

If you follow baseball, October is when the season gets truly exciting. After nearly six months and 162 games, the season comes down to 10 teams and a month of playoffs. It’s also the time of year when significant speculation surrounds where the best players whose contracts are ending will land next season. At the top of the list is New York Yankee Robinson Cano. Why is he so sought after? He’s a five-time All Star, two-time Gold Glove winner and one of only 16 active players with a batting average of more than 0.300. Next season, he’s likely to be playing with a multiyear contract valued at $20-plus million dollars a year.

So what do baseball and the free agent market have to do with sales and strategic account management? They are both reminders that winning teams are based on talent, and recruiting and retaining talent are high priorities for sales leaders.


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