Has Key Account Selling Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Wed, Jan 09, 2019

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.

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