How to follow up your partners or how to follow up your account managers?
Probably one of the most frequently asked questions we receive.
Now, following up is not rocket science, but there are a few hurdles you need to take into
account.
And the first hurdle is about data.
Data availability doesn't mean data accessibility.
So the first job you need to do is to make sure that the data you have you make them
accessible for your account managers and your partners.
In a lot of companies we see there're so many data available in excel sheet, in CRM system...
all over the place.
So first of all, make a job, do a job to make the data accessible.
Now, the moment you have data accessible doesn't mean that you can use the data.
There is a second hurdle you need to take into account.
Make sure you can transform your data into knowledge.
Data doesn't mean information, information doesn't mean knowledge.
So, make sure you have the right people to help you to transform data into knowledge.
Ok, now we have all the information to create a status.
And, when you have the status we like to make a separation, a distinction between a strategic
status and an operational status.
A strategic status is all about: are we doing the right things?
Is our partner doing the right things?
Strategic status next to operational status, this can be all about: what are the open issues?
What is the turnover at this moment?
Are there any hurdles we need to take into account in order to achieve our long-term
objective of this partner for example.
Make sure to separate these two.
The moment you have this structure in your status report, you need to think about how
to report.
How to report to your partner, how to report to your sales manager for example.
Make that super easy.
And we are particularly fond of the traffic light model.
Traffic lights make it easy to make sure that you don't lost in all kinds of details.
And make sure you apply this technique on all levels.
First of all on a general level, what is my segment doing?
Is it red, yellow or green?
Then go one level deeper and have an overview of all your accounts in terms all your partners
in terms of this same traffic light model.
Once you get on that level, make the same kind of structure towards the objectives you
have.
Your strategic objectives, where are we in terms of the status?
Red, yellow, green.
So, when you think about following up, try to think and to make sure that your data is
accessible, make sure that you transform data into knowledge.
Make this kind of easy structure between a strategic and an operational status.
And then, particularly, make sure to keep it easy in reporting.
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