Leadership skills

Leadership skills

A key account manager needs a lot of leadership skills. The ability to make others believe in your vision (shared vision) is an important leadership trait that must be seen in all Key Account Managers.

There are various components of leadership that we are talking about here. The 4P’s of Purpose, Personality, People and Performance are very relevant for KAM leadership.

You can expect the following key learning from this program:
  • What aspect of leadership trait is more relevant for a Key Account Manager?
  • What are the 4P’s of Leadership?

MIS in KAM

You can expect the following key learning from this program:
  • How does one monitor the sales dashboard in KAM?
  • What and how do MIS help in tracking key accounts?
  • When accounts are handed over from one KAM to another, what is the MIS that is exchanged?
  • MIS often leads to more sales. Does this hold true for KAM? How?
  • How do we ensure that MIS is being maintained in KAM?
  • Give specific examples where use of technology is made to leverage MIS in a KAM?
  • What is the relationship between MIS and Reference Selling in Key Account Management?