SAM Collaborative Leader-Coach™: How to elevate coaching to create impactful and engaging conversations

The Summit Group

Intended audience:
Account Managers, Sales Leaders/Managers

Timing (Virtual Delivery):
Two 90-minute webinars with optional post-event coaching


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The SAM Journey is a cultural and mindset shift, and coaching is critical to drive, maintain and sustain this shift. Coaching will enable any skills intervention or training to become integrated in your SAM personal growth and part of the DNA of the SAMs.

Session Objectives

  • Understand what the best SAM coaches do differently
  • Sharpen your skills as a high-performing SAM coach
  • Learn, apply and practice a proven process to engage collaboratively in coaching conversations that elevate, accelerate and sustain performance – throughout the SAM / value-selling process
  • Outline steps to establish a coaching practice within your SAM organization

In this virtual session you will learn what some of the best do and use a pragmatic approach and framework to be able to have collaborative, constructive, enhancing and engaging coaching sessions with your SAMs.

We will look at:

  • Why this is so important
  • How you can have higher impact and bring value to your SAMs through coaching
  • Some of the coach’s skill sets and what to use to help construct impactful coaching sessions (framework and tools)
  • A framework and tools to be able to pivot to the needs of your SAMs in a coaching session

You will leave the session with refreshed and enhanced coaching skills and an ability to adapt to your different SAM coaching needs in this journey of strategic account management and customer centricity. This interactive session will enable you to be the best you can, a collaborative coach independent of the experience and needs of your SAMs.

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.