Any thoughts on the new Internal Contract Review Process which is Operations led, by the Service Delivery Manager (SDM) for Xerox's top 200 accounts in the US and 50 in Europe. The training class refers to the SDM as the CEO of the account. Not the Sales Client Manager. Operations Leadership is requiring the these top accounts be completed between the SDM/Ops and Client Manager/Sales by March 31st, with few exceptions. This includes a thorough review of customer contract status, account P&Ls and more. With the accounts top 3 issues and opportunities input into a new and clunky app. Operation is requesting that the Sales CM update Salesforce.
In Europe, most SDMs manage accounts without a Sales Client Manager partner. They are expected to grow the account and sell innovation. Do you think the US is moving to this model? SDMs managing the accounts without sales?