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SAMA’s certification program was developed to proactively promote world-class management practices in strategic account management and engages both the CSAM candidates and their managers and/or indirect leaders. The program relies on a blended learning curriculum combining in-person, naturally overlapping skill-building courses led by vetted thought-leaders and industry experts, e-learning reinforcement and work on account-specific objectives.

 

Why Certify

  • Raise the overall competency level of employees
  • Establish a standard of excellence and desirable career path for the SAM position
  • Demonstrated a commitment to key employees by investing in their career development
  • Successful SAMs hugely impact business outcomes and the bottom line:
    • Superior growth
    • Superior profitability
    • Innovative and scalable customer solutions
  • Because SAM is not SALES!

 

 

Why is CSAM Different?

The CSAM process is designed to measure demonstrable behavioral change – it is not simply a certificate of completion of a number of training modules.

As a CSAM, you will not be doing the same things you currently do better, you will be doing things differently.

TRADITIONAL SALES   STRATEGIC
ACCOUNT MANAGEMENT
Short-term focus   Mid- to Long-term focus
Product-focus   Customer solution focus
Commodity-based pricing   Value-based pricing
Supplier account planning   Joint account planning
Single owner   Multi-Functional Team
Responsible for individual relationships   Responsible for the overall customer relationship
Accountable for revenue   Accountable for range of business outcomes
Implementing sales strategy   Implementing business strategy with corporate goals

 

CSAM registerSAMA University