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SAM Talent: Recruiting, Hiring, and Retaining Top People

Audience: SAMs – All levels, SAM team members

SAMA research shows that nothing influences the success or failure of a strategic account management initiative more than the leadership capabilities of the SAM. Is your organization screening for the right traits, attracting the best candidates, and then enabling your SAMs with the technology, coaching and organizational mettle they need to thrive? Enable your SAM teams by implementing efficient global processes and smart digitalization strategies, and learn to screen for tough-to-train traits that correlate with SAM success.


Track Sessions

Date: 05/28/2020   |   10:00am-11:30am CST

Presenters: David Pyle, SVP Enterprise Dealer Partnerships, Cox Automotive; Phil Styrlund, CEO, The Summit Group; Kirk Dittmar, Principal, The Summit Group; Janti Masani, Director Corporate Accounts ABBOTT Cardiovascular EMEA, Abbott

All companies are currently driving, or reacting to, market disruptions. The evolving competitive landscape, along with changing customer expectations, requires new business models in response. So how do we build SAM competencies plus program capabilities that can adapt to new business models, help drive internal transformation, and build “agility” into our organizational DNA? 

This panel discussion focuses on real-world examples of leading organizations that have been disrupted or have done the disrupting within their vertical industries. Hear strategies for adapting SAM talent and program capabilities to accelerate transformation. The panelists will share their struggles and successes, how they are creating “internal disruption” for the good, and moving from permanent justification of SAM – toward SAM as a business enabler and accelerator. Practical approaches will be highlighted for winning the head, heart and hands of the organization.

Date: 06/30/2020   |   9:00am-10:30am CST

Presenter: Tania Lennon, Head of Talent, Assessment and Leadership Expertise, ZS

As part of its ongoing work to understand the drivers of success in KAM, ZS has conducted research to look at the talent success profile of key account managers. With account management perceived as the preferred approach to customer engagement by so many companies, companies are keen to understand where they can find KAM talent in order to successfully deliver their model.  Using the KAM success profile research, participants will gain new insights about how to attract, develop and retain the best key account management talent.

Level: Intermediate/Advanced

Date: 06/03/2020   |   10:00am-11:30am CST

Presenter: Michael Thomas, Principal, Magnetic

The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their SAMs. Other times they hope SAMs will act with more entrepreneurial agility, counteracting slow internal process or decision cycles. The question remains – can, and should, organizations attempt to shift SAMs towards a CEO mindset? If so, how can you get there successfully? 

In this 1.5 hour session we explore the motivations behind the concept and the behaviors senior management hopes to drive. We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality-type expectations. Additionally, we’ll look at a framework model for helping SAMs gain a basic understanding of the way CEOs might view the world and simple tools for communicating more like senior business leaders and less like account managers. 

This will be a highly collaborative session drawing on the many viewpoints and experiences of the session audience as well as the real-world feedback of the presenter. Participants will leave with a better understanding of the root causes behind the idea, the desired behaviors and the practical challenges in addressing this type of transformation at an organizational level.