9 November 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles (Part 4 of 5)

As a refresher here are some of the SAM characteristics and attributes that we have already blogged to previously… Behaviors – The way in which one acts, or conducts oneself (Part 1) Competencies and Aptitude – Capabilities or abilities; innate or acquired capacity for something (Part 2) Skills – Proficiency, facility, or dexterity of an […]


27 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles (Part 3 of 5)

As we continue on Part 3 of our journey through the profile of an effective and successful Strategic Account Manager (SAM), we are now ready to explore SKILLS. Behaviors – The way in which one acts, or conducts oneself (Part 1) Competencies and Aptitude – Capabilities or abilities; innate or acquired capacity for something (Part […]


11 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles (Part 2 of 5)

If you are reading this, than you already buy in to the importance of hiring the correct SAM for the job – so I will not delay the delivery of the value of today’s post. In Part 1 we gave an overview of the profile and covered the Behaviors of a successful and effective SAM […]


5 October 2011
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The Profile of a Successful Strategic Account Manager – Best Practice SAM Behaviors, Competencies / Aptitude, Skills, Style and Intangibles

One of the most common questions that I receive in the area of optimizing strategic account relationships is, what is the profile of a successful and effective strategic account manager (SAM)? This is a very important question, especially considering that this person (the SAM) will ultimately be one of the most critical determining factors of success, or failure, within each of your SAM accounts –

What follows, is a 5 part series of blogs that describes and defines the profile of a successful and effective SAM. We are going to break the definition of the SAM profile down into 5 distinct elements with supporting criteria for you to benchmark SAMs against:


15 June 2011
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Comments: Comments Off on That “1” Business to Business Metric that stands above all the rest! Remember the movie City Slickers – that one thing!

That “1” Business to Business Metric that stands above all the rest! Remember the movie City Slickers – that one thing!

During a recent meeting with the CEO of one of our clients he said there were those key metrics that really tell the story about his business: Margin / margin trend Revenue growth / revenue growth by customer Product penetration Margin by customer Operational performance metrics; delivery, servicing, quality, responsiveness, etc. When hearing this I […]


23 May 2011
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Comments: Comments Off on SAMA 2011 Conference; Important Key Learning Points for All!

SAMA 2011 Conference; Important Key Learning Points for All!

I have just returned back from the SAMA (Strategic Account Management Association) 2011 Annual Conference – a great learning experience! I especially appreciated the time that I had with many of our attending Clients and future Clients; it really re-enforced the importance of quality face-time with accounts / clients. The conference provided another excellent opportunity to […]