We see a number of businesses that have a dedicated Account Management Team in place to manage a specific client base either by area or by client demographic (size of business or business sector usually). But to have the average rep on the road has to reach £60k p.a during the current cost of living ‘crisis’. Is it worth it especially as the cost of client acquisition for online sales is so high I guess the Account Management alone to nurture the clients should bear more fruit to the business if looked after correctly?

Is there a magic formula other than profitability or is it completely industry/product specific?