If you're anything like me I can sometimes get overwhelmed with the amount of things that need to get done. I run two business one being a new social enterprise and also helping key account managers have more profitable customer conversations. The reality is as clear as I can be with my goals I can still fall prey to WMD (Weapons of Mass Distraction) - check out the blog post HERE
It can feel overwhelming at times, frustrating when you may not have what you need and you might feel blocked when you're unsure where to go next.
In Key account management it is critical in your success to know what you need to do to move your relationships and goals forward on a daily and weekly basis.
To do this you also need to think of your key account activity as a collection of three distinct areas of activity. I refer to this as the Key Account Triad ™ It is the relational and tactical engagement that helps move your customer relationships forward and is where most of your work will go.
I wont go into the function of this triad today. Instead wherever you experience a key account challenge. If you ever get stuck, here are three simple actions you can apply to today that will take no more than 30 min to implement to move you from unknown into clarity.
- Ask yourself what is the one thing that if completed would add the most value to my client this week?
- Ask yourself what would need to be true for you to accomplish this (who would you need to speak with? what level of action would you need to take?)
- Once you've identified the first two TAKE ACTION!
That's it. No long winded answers. Always remember to review your goals daily as a reminder of where you're going. As a key account manager you should have four separate goals. Relationship goal with your client, revenue goal, client value goal (how you deliver value to your customers) and a personal goal (how you want to get better).
These can be a simple as you want to begin with but there will require a time for you to get more specific. Without the specific you can't possibly apply specific actions to move you to success.
If the diagram I shared seemed unfamiliar check out the blog post I wrote on them HERE
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Looking for Key Account Growth Coaching or key account business Transformation click on the links or simply get in touch HERE. look forward to helping you get more from your key customer relationships this year.