SAM as Coach

The Summit Group

Intended audience:
Account Managers, Sales Leaders/Managers

Timing (Virtual Delivery):
The SAM as Coach session comprises two 90-minute, facilitator-led sessions delivered over two days.
There will be pre-work before both sessions.


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A seasoned and mature account manager has the proven ability to earn the trust of his or her customers, prospects and members of the account team. That trust represents a powerful opportunity to position the account manager as a client-centered coach to further establish his or her position as a trusted advisor. In this role of coach, the account manager can provide personal and business value to team members well beyond the product or service.

The SAM as Coach session will provide the seasoned account manager with the skills to shape transformative personal conversations. Coaching is a way of “being” in the conversation that enables a deeper level of listening, exploring awareness, raising and enabling to help the team member to elevate his or her learning and performance.

In this session we will look at the nature of the coaching conversation and understand what makes it different from a conventional business conversation. We will provide perspectives, frameworks and interactive activities to strengthen the account manager’s self-management to engage curiosity and intuitive capabilities which stimulate the team member’s self-awareness. This type of engagement will enable the account manager to evoke transformation in the mindset and skill set of the team member and create an extremely powerful bond in the relationship that transcends day-to-day business interactions.

Have interest in learning more about this offering, contact fahey@strategicaccounts.org.



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The Summit Group is a global sales performance improvement company. We build salespeople into authentic business professionals. Since 1993, we've helped international clients optimize their sales performance through consultancy and customized training solutions.

The Summit Group has accelerated leading companies' distinguishing go-to-market execution in more than sixty countries. We train sales organizations how to effectively develop unique business value for their customers, resulting in immediate revenue growth, increased customer loyalty and elevated consultative relationships.

Our unique, pragmatic approach ensures distinction and differentiation through the delivery of business simulation skill-based training. We focus on consultative-based relationships, uncovering and developing customer needs and requirements, and building value-based solutions that leverage the organization's value capabilities and directly align with customer needs.