To experience true explosive key account growth and deliver value consistently you need a great team. Let me be real. Just like me, you've experienced success through your own graft, creativity, skill, planning and persistence. You should never lack in applying those skills and behaviours daily for your success and your customers benefit. What we do need to do is refocus them for better and greater results.
You may already have working teams and structures in place. Fantastic! You may have people you can call on but no specific structure or like many businesses you may experience frustrating and limiting silo behaviours that can sometimes get in the way of delivering excellence to your customer and grind the internal process to a snails pace.
Here are four considerations to help you break silo thinking in your business and create internal alliances that help you, your customer and business win.
- You need to be the change first. Decide that you will own the internal relationships in your business and intentionally build relationships one department at a time.
- Know your goals and use this to strategically guide your view of what you need to accomplish it. For example, is your goal to renew a contract? Replace it with a more profitable one? Engage with the departments or managers that could help you meet that goal. Work with your colleagues on the role you can each play to support one another and your client for results.
- View your business as if it were a client. Get clear on the common and strongest values that connect you, your customer and your colleagues from other departments. Identify your salesprocessandthosespecificstages where you’re engaged with your customer. Share this with your colleagues and agree to a structured way of working together that benefits them (their goals, wants, desires) and the client (service and value they deserve from you). Not an easy task, but powerful if connections are made. If you've started point one then you're already creating potential allies.
- Set expectations for future collaboration with identified departments. Let them know you value their input and you may bring them into communication or copy with the client. Do this from the perspective of leveraging their expertise. Clearly communicate their role and how important they are in it. All people want to be recognised and affirmed, so don’t forget to say thanks.
The work of being able to become a master collaborator and leader in your own business are critical skills to embrace. If you want to know how to take your collaboration skills and personal leadership to the next level get connected to my free KAM resources at www.jermaineedwards.com
Want to talk about how to create predictable sales from your key customers contact me to have a talk about how I can help you HERE
Founder of the Key Account Hack System - New Key Account thinking that transforms customer relationships and creates predictable sales growth.