< BACK
Internal KA processes and systems

Best Practice Component: Internal KA processes and systems

Save my scores

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

My Score

(0 - 3)

Can I show tangible evidence?

Best Practice Topic

Note: This sheet is completed automatically from your input to the individual capability sheets.

1

Ka Growth Target Setting

We have defined ambitious yet demonstrably achievable growth targets set and agreed for all KA taking driven by the total available business, the KA's own strategy, our plans and offer and the market trends.

My Score

(0 - 3)

Can I show tangible evidence?

2

Growth Target Implications Defined

We have defined the implications of the growth targets on our business and our resources required.

My Score

(0 - 3)

Can I show tangible evidence?

3

C-Suite / Senior Manager Growth Target Sign Off

All the C-Suite and relevant senior managers have clarity about the implications of the growth targets on their departments and have endorsed the target and support required.

My Score

(0 - 3)

Can I show tangible evidence?

4

Common Growth Planning Process

We have defined a simple stepped planning process used by all KAM which starts with the agreed growth target and results in the monthly action plan.

My Score

(0 - 3)

Can I show tangible evidence?

5

Common Model To Calculate The New Business

We have a common simple model for the KAM to calculate the amount of new business which must be targeted in order to achieve the overall growth - we know the current gap between the total required business and visible defined opportunities.

My Score

(0 - 3)

Can I show tangible evidence?

6

Common Data Collection, Planning & Reporting Tool

We have a simple to use common tool which holds the important KA information, defines the KA requirements, defines our value and objectives and the KAM's action plan.

My Score

(0 - 3)

Can I show tangible evidence?

7

Performance Tracking

We have defined and track the relevant performance measures and KPIs on a simple dashboard.

My Score

(0 - 3)

Can I show tangible evidence?

8

Performance Review

KA performance is reviewed monthly at the Local Manager level and quarterly at Board level.

My Score

(0 - 3)

Can I show tangible evidence?

9

Implications

I have identified the most important implications of this summary for me and my business.

My Score

(0 - 3)

Can I show tangible evidence?

10

Questions Raised

I have identified the questions this overall summary raises for me and have determined what I should so to answer them.

My Score

(0 - 3)

Can I show tangible evidence?

Total

0

Total percentage (%)

0%
Save my scores

WARNING: You must LOGIN or REGISTER first to be able to save your scores to the Topic questions...

Alternatively, if you simply want to see how the Scorecard works but not save your scores, ignore this message...

X