Strategic and Key Account Coaching and Review

PMI’s strategic and key account coaches provide account managers and their account teams with a senior account growth advisor in the form of a SAM/KAM coach who is highly experienced in conducting strategic and key account reviews. All of these coaches are faculty members of SAMA’s Certified Strategic Account Manager (CSAM) Program and have consulted with SAMA member companies in the design, development and deployment of customized strategic account planning and management solutions. PMI’s strategic and key account coaches enable account managers, cross-functional account teams and sales managers to:

• Deploy and implement a contemporary, team-based executive briefing and account review process proven to be effective in driving account growth
• Benchmark and assess where you stand with your most important customers utilizing a strategic and key account assessment tool
• Engage and leverage cross-functional account team members in the executive briefing and account review process to gain cross-functional participation in your account reviews
• Identify and prioritize specific customer stakeholder relationships that can be leveraged for future potential opportunities, initiatives and account growth
• Gain and share insights regarding the customer’s most important business objectives and how your organization can align with them for value co-creation and realization
• Brainstorm and prioritize future potential value targets within your account to determine most likely sources of new business and value co-creation
• Evaluate your network of customer sponsors and supporters to determine how and where you can expand these types of relationships throughout the account
• Leverage your past proven-value co-creation to gain access to new stakeholders and initiate discussions to help develop new opportunities
• Assess account growth strategies and ensure that each is supported by effective account action plans that support both short- and long-term tactics
• Test the effectiveness and impact of your account plan and account planning process to ensure that performance gaps are identified and measures will be taken to address them and strengthen the account plan prior to next review

PMI’s strategic and key account coaches will introduce the executive account-briefing process to your organization and equip your account managers and teams to plan and prepare for effective reviews and discussions about their strategic and key accounts. Account coaches will facilitate account briefing sessions with proven approaches, insights and best practices to ensure that account reviews are conducted effectively, to share valuable feedback and to help you become more strategic to your most important customers.

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

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Whether it’s through the deployment of sales processes based on proven best practices or the development of account and opportunity plans that are practical and realistic, it’s all about predictable, repeatable and sustainable success through consistent sales execution. PMI’s clients achieve increased levels of field productivity and sales execution through the implementation of PMI’s unique approach to connecting proven processes with consultative skills and effective strategies. Through this approach, PMI carefully assesses the needs of our clients, understanding their business, their customers’ requirements, their competitive landscapes and the readiness of their field organizations to effectively execute.