The Sales CheckPoint – Guiding Salespeople to Achieve Higher Levels of Performance
By: Julie Landis Over the years I have learned that the more I like to do something, the more frequently I will do it, and I put more effort into how I do it, to get the best possible outcome. For example, I love to cook. So when making dishes I like, I do everything […]
New eBook | The Profile of a Best-in-Class Strategic Account Manager
The Profile of a Best-in-Class Strategic Account Manager Definitive Guide to Identifying the Best Candidates to Manage and Lead Strategic Accounts Many strategic account management (SAM) programs are built upon a successful sales operation and sales team. The challenge is that sales leaders often believe that the sales people who were so instrumental in creating […]
SAM Performance Assessments | Profiles Sales CheckPoint™
SAM Performance Assessments The Profiles Sales CheckPoint™ is a 180-degree feedback system that helps sales managers evaluate sales people, surface their development needs, and align sales priorities. It provides useful information to support better coaching and communication, leading to higher sales person productivity, satisfaction and lower turnover. Click to learn more about Sales CheckPoint™ here.
Are Your Strategic Accounts Underperforming? Part 5 – Coaching the Process
By: Denny Chapman Jr. You would be hard pressed to find any great performer, in any time that achieved optimal levels of performance without the aid and guidance of a coach. Michael Jordan didn’t win a NBA championship until Phil Jackson coached him to 6 rings; Baryshnikov only became a great dancer under the tutelage […]
Are Your Strategic Accounts Underperforming? PART 4 – Maybe You Need to Implement a Metric-based Strategic Account Plan
By: Denny Chapman Jr. When it comes to planning, there are a lot of smarter people than I, who have eloquently spoken of the importance of planning and results of failing to do so: “A goal without a plan is just a wish.” – Antoine de Saint-Exupéry (French aristocrat, writer, poet, and pioneering aviator) “By […]
Are Your Strategic Accounts Underperforming? Part 3 – Establishing Standard Operating Procedures (SOP)
If you have tuned into the last few blog posts, then you will be familiar with the theme – a 5 part series on best practices for optimizing strategic account performance. In the first 2 parts of the series we discussed Account Segmentation, and a Competency Model for Strategic Account Managers…Which brings us to part […]