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. 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. In this episode I speak to Ian Windle and we get into the nitty gritty reality of creating your own Leadership Map. - - - 𝗜𝗔𝗡 𝗪𝗜𝗡𝗗𝗟𝗘 𝗕𝗜𝗢: Ian is an award-winning Leadership and TEDx speaker, Executive Coach and team builder. He is the author of an 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. In his first career Ian worked for the Foreign and Commonwealth Office, in many European capitals and in Asia; this was in a variety of roles from Political Desk Officer, through to Strategic Change Consultant. He then moved into consultancy with Celemi International, where he was Managing Director for 10 years of the UK business and Head of Global Consulting. 𝗗𝗔𝗩𝗜𝗗 𝗩𝗘𝗡𝗧𝗨𝗥𝗔 𝗕𝗜𝗢: David is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK. David is a Speaker, Author and Performance Coach with more than a decade of hands-on and consultative experience in sales and management roles in the leisure, entertainment and telecoms industries. =========