Coaching to the Behaviors that Drive SAM Execution
Hosted by: N/A | Thursday | November 8th | 3p.m. UTC
In today's SAM/KAM environment, growth and results are key metrics to a sustainable SAM program. However, in our experience, there is an imbalance between coaching to the results and coaching to the behaviors that lead to results. While measuring growth is important, we have found that when the emphasis is placed on the best practices that lead to growth, results follow. Not only does this help to develop the competency of a SAM, it also enables leaders to get more done through others.
In order to be most effective as SAM/KAM coaches, we must first know what "good" looks like (the "what") that is supported by a practical coaching model (the "how") for the SAM/KAM process. This session focuses on both the behaviors that lead to effective SAM execution (including co-discovery and co-creation of value) as well as coaching to these behaviors.
As a result of this session, you will be able to:
Benchmark against a proven approach to co-discovering and co-creating customer value developed within the SAMA community
Understand the SAM/KAM behaviors that drive effective co-discovery and co-creation of value
Leverage a SAM coaching process to engage more collaboratively with your internal team and bring value to the account planning, account management and value selling efforts
Experience coaching to SAM execution using a proven coaching model and approach that is repeatable with your account team
Identify a coaching strength you can leverage and a coaching skill to further develop in the coming months