RSS
FIND A RESOURCE
I am looking for:
Moving to Strategic Account Management: From Competency Definition to Delivery
Author: Shakeel Bharmal, The Summit Group
Presentation Handout | March 13, 2011
Once the decision is made to transition from a solely territory-based sales model to a model that includes strategic accounts, most organisations struggle with the challenge of identifying the right people to put into those roles and the right training and support structure to put in place to ensure that those people are successful! More often than not, past territory sales performance is not a predictor of success as a strategic account manager. This session will illuminate some of the most important "How to" aspects of selecting and developing the right SAMs. Learn how to: * Identify and apply the critical competencies of a strategic account to a specific industry or business * Align with leadership on those competency dimensions * Identify high performers in your existing candidate pool * Architect an integrated training, re-enforcement and coaching programme to instill new skills, behaviours and mind-sets * Structure a new-hire selection programme aligned with the competency frameworks
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.
