As organizations seek organic growth during the economic recovery, they look toward individuals who manage their most important accounts to lead the way. Furthermore, companies are expanding their strategic account management programs. Program expansion requires careful execution in all dimensions of a firm’s go-to-market strategy. Among them are proper motivation and rewards through a well-designed sales incentive plan.


This article highlights key findings from the 2013 Report on Strategic Account Management Compensation Practices, a study conducted by the Strategic Account Management Association and ZS to provide insight on how leading businesses pay strategic account managers.