RSS
FIND A RESOURCE
I am looking for:
Selecting the Right Accounts for Maximum Profitable Growth
Author: David Macaulay, Growth Engineering, LLC
Presentation Handout | May 15, 2011
Given the impact of a SAM program, it's critical to ensure the that "right" accounts are selected, developed and occasionally "thinned" to deliver maximum value. This session is intended for both new and existing SAM programs to help decision-makers develop a methodology to maintain the balance of growth and profit potential as well as overall program manageability. Learn how to: * Develop a systematic approach for account selection/de-selection that will ensure sustainable optimum growth and return on resources * Determine the "right" number and mix of customers for your SAM program * Use the selection process to gain buy-in within your company
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.
