#018 Mapping your way to success, with Ian Windle

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.