WEBINARS

SAMA WEBINARS

Deep learning on demand

  

SAM Compensation: 2021 Study Results on Compensation Trends and Practices

JUNE 22, 2021 10:00 AM - 11:00 AM   CENTRAL TIME (US AND CANADA)     

This webinar will highlight some of the findings from the 2021 study on SAM compensation, and will offer additional perspective on the results from compensation specialist, Chad Albrecht. Additionally, it will address common questions about compensation that were captured during the study, and give participants an opportunity to ask additional questions during the webinar.

This study is the most comprehensive survey of Strategic Account Management compensation practices available today and was designed to establish benchmarks and track market trends related to:

  • Profile, responsibilities and job scope
  • SAM program practices
  • Market compensation levels and incentive mix
  • Pay plan type, structure, components and metrics
  • Performance measurement and sales crediting practices
  • Frequency of performance measurement and payouts
Speakers:  Chad Albrecht Principal, ZS and Joel Schaafsma, General Manager Research, SAMA

 

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org                                

 


Persuade: Influencing People and Decisions

JUNE 24, 2021 11:00 AM - 12:00 PM   CENTRAL TIME (US AND CANADA)     

Aristotle taught in 350 B.C. that there are three elements to influencing – ethos (credibility), pathos (emotion), and logos (logic). Based on research from the last 2,000-plus years, SNI has added a fourth element – action – to update and create a practical process for influencing people in any situation.

In this engaging session, Jeff will teach participants the four-step process and provide participants with tools and tactics to:

  • Build credibility quickly, even within purely online communication
  • Engage the other side’s emotions, which is the most important factor in persuading a person and/or their decisions
  • Share logic/data/evidence in the most compelling manner possible
  • Facilitate action to actually compel others to act

The end result will be arming SAMs and KAMs with a process to more effectively influence their clients, which in turn will lead to growing wallet share, improving margins, having easier renewals, and building deeper and wider relationships with client organizations.

Please note that this is an interactive session that will include the use of breakout rooms and a live simulation. We ask that you give it your undivided attention throughout, as well as having your camera on and microphone available for most of the session!

Speakers:  Jeff Cochran, Partner and Master Facilitator, Shapiro Negotiations Institute (SNI)

                                   

Corporate Members can register by logging in and selecting "Webinar Registration" from the profile page. Individual Members can register by emailing membership@strategicaccounts.org                                

 

 


List of Past Webinars