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The quality of leadership has a significant influence on results, employee motivation and customer satisfaction. Good leadership provides purpose, vision and goals. It also establishes the culture of the company, which helps attract and keep people with the right attitude who foster the values of trust and responsibility. Other important competences addressed in this section include coaching, leadership communication, self awareness and decision making.
Handling well what counts the most makes leadership “weatherproof”. Independent of economic, technological, political or social “storms” or a pandemic, sound leadership holds the compass, adjusts the course, stays close to the people and provides encouragement and support.
Top management is a crucial success factor for key account management. The spectrum ranges from anchoring it in the company's strategy to playing a supportive role in contact with the key account.
As a transmission belt between corporate strategy and strategic key account development, the Head of Key Account Management designs the framework conditions, provides resources and secures company-wide participation. As a coach, she guides and accompanies key account managers and teams, supports hands-on in achieving goals.
Key Account Management is team sport at the highest level, the Champions' League of commercialization . The top customers deserve – and demand – top care. This requires targeted team composition, clarity about roles and tasks, cooperation and communication agreements.
"The increasingly important and difficult role played by KA managers makes it imperative that people of the highest calibre occupy this position.“, according to Noel Capon (Prof. em. Marketing, Sales, NYC university). The bandwidth and challenges require the skilful use of effective methods and tools, coupled with an appreciative and trusting attitude.
Rapid changes, high insecurity, globalization, digitalization and disruptions require companies to be able to adapt quickly and be flexible. Agile leadership provides the framework to counter the challenges by empowering the employees and teams, granting trust and handing over responsibility. Leaders become "servant leaders", who remove obstacles, set priorities, ensure further development.
Pivotal point of any agile leadership is what the customer needs.
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