Summary
Strategic account management (SAM) training is fundamentally different from sales training. Sales managers who are interested in training their sales forces for strategic account management should be ready to take a highly consultative approach toward planning, executing, and measuring the SAM initiative.
Before launching a SAM training initiative, you must first examine, define, and if necessary, modify your value proposition to customers to be the most accurate and deliverable.
There are very few “out-of-the-box” SAM training approaches, and the approach offered by many traditional sales trainers often fails to offer the flexibility and range of approaches demanded by an effective SAM program.
For SAM training, ESR recommends an outside provider with a strong business consulting capability. The pool of training providers with deep SAM experience is relatively small.
Strategic Account Management, Part II – SAM Training vs. Sales Trainig highlights the top line approaches of three leading providers in SAM training; all are experienced with understanding requirements, designing, building, delivering, reinforcing, and measuring training programming and methodology to help with the successful execution of a complex training program. They can also offer an understanding of why your company may want SAM training and what is to be accomplished for your business through SAM.
The training providers covered in this report include Performance Methods International (PMI), Mercuri International, and Revenue Storm Corp. Performance Methods, Inc., Revenue Storm, and Mercuri International.
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