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What Makes a SAM a SAM?
Author: LaVon Koerner, Revenue Storm
Presentation Handout | February 28, 2010
Everybody knows what a Strategic Account Manager is ... but do they? Our research and experience of high turnover and unfulfiled expectations of SAMs says no. This session tells the naked truth about what it takes to be a SAM and what kind of person you have to be to be a success in this role. The SAM is probably one of the most misunderstood people in corporate life and certainly has the most confused hiring profile.This session is designed to set the record straight and gain clarity about this misunderstood role. It will uncover the good, bad and ugly in the world of being a SAM. It will scare some but excite and challenge others. In the end, you will be able to define a SAM and better assess your own situation and potential. This session is for both new and developing strategic account managers who want to optimise their full potential. Plan to participate! You will learn: * What is the personality difference between a SAM and a salesperson * What attributes are necessary for fulfiling the responsibilities of a SAM * Why super salespeople don't always make the best SAMs
Available to SAMA members only
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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.
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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.
