Get a Handle on the Account with the Right Metrics
Metrics are the real measure of the success of any account. These are not opinions or subjective suppositions; they are stone cold facts that do not lie. The metrics will offer an idea as to which direction the account is heading in; either positive or negative. They also suggest areas where action to be taken to rectify a bad trend or improve on what is already doing quite well. All account managers are aware that there’s a bushel basket of metrics to think about and look at. There are some that have a far better than average ability to be solid measures of progress.