From the Lobby

Last issue’s survey asked:

As a National Accounts Executive my primary concern for 2018 is:

Hospital and & IDN continued consolidation 14%
My company’s unrealistic and unattainable objectives 40%
Amazon, IDN-owned GPOs and the new Big Buyers of tomorrow 20%
Supplier consolidation 7%
Losing my job 0%
Other 19%

I was very happy to see of our hundreds of responses, not one person is worried about losing their job. That’s encouraging, considering we are going into the holidays.

However, notice the biggest concern was the internal customer being the biggest problem National Accounts Executives face. Too many companies are asking for growth goals that are not attainable according to our survey.

Another topic that popped up multiple times in the Other category was access to decision makers. I missed that as an option, but certainly these days of deliberate and sophisticated sourcing getting to those that can decide on a conversion is getting harder!

In this week’s survey we explore how much growth is expected next year!

Click here to take a 30 second survey