It’s generally agreed that growth and business results are key indicators of a successful SAM/KAM program. Yet based on experience with numerous organizations within the SAMA community of practice, there exists an imbalance between coaching to the results (i.e., “the numbers”) and coaching to the behaviors that drive these results (i.e., SAM best practices). And while measuring revenue growth is certainly an important indicator of SAM performance, experience suggests that when emphasis is placed on the best practices that lead to revenue growth (i.e., leading indicators), not only will the results follow, but SAM performance and development will accelerate.
To be most effective as SAM/KAM coaches requires a framework of what “good” SAM looks like (the “what”) that is supported by a practical coaching model (the “how”) and can be applied to the SAM process and best practices. This one-day session focuses on the behaviors that lead to effective SAM execution (including co-discovery and co-creation of value) and equips participants with proven approaches to coaching these behaviors to drive SAM performance and effectiveness within their organizations.
As a result of this session, participants will be able to:
Step 1. Customer Co-Discovery & Value “Fit”
Step 2. The Strategic Account Business Value Plan
Step 3. Co-Create Value
Step 4. Mobilize & Align the Multifunctional Team
Step 5. Capture Value through Negotiating & Closing
Step 6. Execute Value & Deliver to Customer Commitments
Step 7. Realize/Expand Value through Overall Relationship & Outcome Management
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.
