AI has freed up fifteen hours a week for each of our account managers, but they are filling that time with low-value administrative tasks instead of proactive client retention. How do we use the Kolbe A™ Index to identify who can transition to high-growth strategic roles and who is simply wired to execute tasks?

Question

Tyler Smith · Accepted Answer

When automation creates sudden capacity, employees naturally revert to their comfort zones. If your account managers are filling their extra time with admin work, it is a sign that their conative wiring might not match your new expectations. To find out who can make the leap, look at their Kolbe A™ Index scores. The Kolbe index measures an individual's instinctive way of taking action. Employees with a high Fact Finder or Follow Through score are naturally wired to organize, research, and follow established procedures. They will struggle to transition into highly dynamic, proactive client retention roles because they prefer structured, predictable environments. On the other hand, employees with a high Quickstart score thrive on urgency, change, and direct client interaction. They are the ones who can take the newly created capacity and use it to drive high-touch strategic growth. Use these insights to realign your Accountability Chart. You may need to split your account management department into two distinct seats: one focused on system-driven execution, and another focused entirely on relationship-building and strategic client advisory. This ensures you do not waste your hard-earned efficiency gains.