For the 2012 Benchmark Report On High Performance in Strategic Account Management, the Rain Group studied a variety of factors influencing strategic account management (SAM) success, including: process, SAM team and capabilities, ability to maximize value, SAM strategy, structure and more.  In the research process, they analyzed a list of 19 challenges that often derail SAM effectiveness.  Below are some interesting points from their analysis of these challenges.

The Challenges Of Strategic Account Management

Source: Rain Group