RSS
FIND A RESOURCE
I am looking for:
Introduction to Optimizing Sales Force & Support Resource Coverage for Strategic Customers
Author: Mike Moorman, ZS Associates
Presentation Handout | May 15, 2011
This session takes a holistic view of the entire sales organization and provides insight into the leading approaches for optimizing strategic accounts programs and support resource sizing, allocation and deployment for maximum performance impact. Leading concepts and frameworks will be shared in conjunction with practical case examples and self-assessment exercises. Learn how to: * Approach account segmentation and selection of strategic accounts for purposes of coverage optimization * Define critical selling and service activities, effort requirements and profit impact * Optimize sales and service force size and allocation * Leverage the sales process to ensure the right resources on the right opportunities at the right time
Available to SAMA members only
Please Leave a Comment
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
