Many strategic account management programs are derived from an organization’s successful sales operation. These organizations believe that those sales/account representatives who were responsible for major account acquisition and/or exponential revenue growth with existing accounts will also be the best candidates for leading a strategic account program to success. The challenge is that this is not necessarily the case: the best sales people do not always make the best strategic account managers (SAMs)…

On this webinar, Dennis Chapman Sr. will outline the profile of a best in class SAM with supporting criteria that defines the 5 distinct elements from which you can rate, and benchmark a strategic account manager’s performance.

1. Behaviors
2. Competency and Attitude
3. Skills
4. Style
5. Intangibles

свернуть