IN THIS EPISODE:How successful is your key account management team? What is the definition you have for what success is, for your business? How do you measure the performance of your key account managers?
If you find that the answers are all to do with growth, you’re probably looking at it TOO LATE and you are running a massive risk with your most important accounts.
Success is a destination, one that is different and personal to each business and each team. And for every clear destination there is a path, a route, and a map for how to get there.
Whether you talk about KPI’s, goals, objectives, or metrics – we are looking for
early warning signs and alerts that tell you clearly whether someone is on track for success or way off course.
We could think of them as the ‘flight deck’ of important gauges to give you a clear overview of what is really going on.
These important measures, and the intelligence they give us, will ultimately provide an opportunity to check against benchmarks and fuel coaching conversations with the team.
If growth is the end goal: what are the measurable and intentional stepping stones that we can track and guide the way? Are they…
frequency of contact
customer satisfaction responses
the number of decision makers we are connected to and actively engaging with
the number of open issues
is there an active KAMPlan for the account?
These are all quantifiable indicators that would either comfort you that the relationship with your most important customers is all in order or shine a light on the vulnerabilities that present the biggest risks… way ahead of time… ultimately giving you time to sort it out!
In this episode I speak to Ian Windle, an award-winning Leadership and TEDx speaker, Executive Coach and team builder. He is the author of Amazon best seller “The Leadership Map: The gritty guide to strategy that works and people who care.”
He works with leadership teams on their strategy, vision and values, as well as developing their capabilities to perform at their peak.
 
HIGHLIGHTS TO THIS EPISODE:In this discussion we dig into:
What success looks like in business
How we measure success and performance across all levels of the business
How to foster transparency and accountability team-wide in your organisation
Where to start with KPI’s and metrics in a sales team
My hope is that after you have listened to this episode, you will seriously reflect on what the definition of success is for you and your team, and how are you measuring performance today.
Do you have a MAP that you are following to guide you, the team and the business steadily on course for achieving your strategic goals in the next 12 months?
If you haven’t had the conversation around how you are judging success in your business, perhaps that is the best to start.
Are you obsessed with targets, with little focus on the granular steppingstones, the route to success?  Focussing too heavily on the target, is like trying to win a game of basketball by staring at the scoreboard!
For me, learning to lead can be a bit like learning to drive: no amount of training can prepare you for contact with the real world.
If you are finding leadership easy then you are probably not doing the right things! What are the KEY things that drive your Economic engine? What are your critical numbers?
Are you tracking and reporting information that is useful not just interesting? 
Do you have a balanced selection of key metrics that support you and your account management team to track the journey?
KILLER QUESTION SEGMENTIn each episode we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success.
In this episode we asked Ian to give us his killer question which is:
“What would you have to do…to grow 50 to 100%?”
To put this in context, Ian explains that you will get more energy...