Do you need to define the key account criteria to keep the number of Key Accounts lower as possible or not ?

Defining the Key Account Criteria is a must to reach Ad Hoc targets.

The point is to be able to manage the business pipe with efficiency.

If the pipe is to heavy to manage with the suitable key account profile, we have to delegate or grow the sales team.

If delegate or grow the sales team is not possible, then, we have to limit the number of Key Accounts to manage