In today’s SAM/KAM environment, growth and results are key metrics of a sustainable SAM program. However, there is an imbalance between coaching to the results and coaching to the behaviors that lead to results. While measuring growth is important, we found that when the emphasis is placed on the best practices that lead to growth, results follow. Not only does this help to develop the competency of a SAM, it also enables leaders to get more done through others.
In order to be most effective as SAM/KAM coaches, we must first know what “good” looks like (the “what”), which is supported by a practical coaching model (the “how”) for the SAM/KAM process. This session focuses on both the behaviors that lead to effective SAM execution (including co-discovery and co-creation of value) as well as coaching to these behaviors.