In this new normal the role of SAM have never mattered more. This requires an immediate focus of your Mindset and Skillset around what matters most. Customers are seeking for their Business Partners to be focused on their business continuity, priorities and realties. They do not want to be sold to. They want to be listened to and aligned with on what matters most right now. Most importantly, they seek “what’s working elsewhere now?”

Now is not the time for theory, complexity or unstructured thinking.

This 3 Part Series brings practical, pragmatic, proven tools and principles to fortify you so you can fortify your customer (and Their Customer) and align your company with what matters most now and next.

The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations. Senior management may be looking to get more business-driven behaviors from their SAMs. Other times they hope SAMs will act with more entrepreneurial agility, counteracting slow internal process or decision cycles. The question remains – can, and should, organizations attempt to shift SAMs towards a CEO mindset? If so, how can you get there successfully?

In this virtual session we explore the motivations behind the phrase and the behaviors they hope to drive. We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality type expectations. Additionally, we’ll briefly review some specific approaches to help SAMs gain basic understanding of the way CEOs view the world and better tools for communicating more like senior business leaders.

Participants will leave with a better understanding of the root causes behind the idea, the desired behaviors and the practical challenges in addressing this type of transformation at an organizational level.