Strategic Account Management will examine a major challenge of sales teams - how to maintain your customer relationships in a competitive marketplace and how to grow their business with you. Need help with a specific facet of the process of SAM competency? SAMA's Certified Strategic Account Manager (CSAM) program represents the highest mark of professional development achievement for strategic and key account managers. Certification is only bestowed after a candidate delivers an executive-level briefing demonstrating successful application of training with real accounts. 200 W Madison St. Workshops for practitioners at all levels and all stages of the SAM journey. We can help you map out your (or your team’s) personal journey based on your present-day strengths and your future objectives. Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management … info@strategicaccounts.org, 2020 © All Rights Reserved. The online version of this course will cover the same modules, but the format and timing will be adapted to suit the online training … Suite 1040 Self-led training:  Learners will be guided through a mix of self-paced learning modules and a virtual online experience consisting of participant-submitted video assignments reviewed and critiqued by an expert. As a Strategic account manager, you will represent our company and interact with major clients. Key Skills of a Strategic account manager. The Certificate in Strategic Management provides you with the practical tools needed to plan and manage strategically in industry, government, and non-profit organizational activities. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts … Tailored, competency-driven training & certification. That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those … We’ll walk you through a … All SAMA Academy workshops connect to SAMA’s strategic account management competency model and renowned value co-creation and relationship management framework. Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view.. Topics include: 1. Provide training on influencing behavior, which is especially important for building and strengthening strategic … Creating and quantifying value for the C-suite 3. SAMA’s training is: In-person training:  Learn and connect with your peers in the SAMA community at in-person SAMA Academy events throughout the year. If you manage a business, or deal with high-value customers, this outstanding key account management training program will deliver immediate results by showing you how to protect and grow your key accounts. Online training:  These 100% live, 100% online courses bring the knowledge and peer-to-peer networking of live training to the comfort and convenience of your home office. The Large Account Management Process – also known as LAMP® - helps sellers plan and manage strategic account relationships. Cultivate a coaching mentality between the SAM/KAM/GAM and his or her manager, establish SAM/KAM/GAM as a desirable career path within your organization and demonstrate commitment to key customer-facing employees by investing in them. Furthermore, most companies believe there is great revenue growth potential from their key accounts. In our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, we found the #1 priority cited by sales leaders is increasing business with existing accounts. Account Management for Sales. As a result, everyone involved in the account understands their role and contribution towards achieving the account … Strategic Account Manager Certification (CSAM) SAMA’s Strategic Account Manager Certification program represents the highest mark of professional achievement for strategic account managers. SAMA Academy Training. Gain access to leading tools and software designed expressly for the work of strategic and key account management. AMA® Certificate in Analytical Skills. Most … About Our Sales Account Management Methodology. Click here or email assessments@strategicaccounts.org. customer results - CORE 0, Value co-discovery and strategic account planning - CORE 1, Co-creation and quantification of value - CORE 2, Account leadership: Redefining account management in … CSAMs, meanwhile, boost their skills in the behaviors most closely linked to customer business success by an average of 20%. Pre-certification 360º competency assessment to set competency baseline and establish certification goals, Successful completion of CORE curriculum (7 days), Mid-term review and personalized coaching session, Successful completion of elective requirements (2 days), Final review: Post-coursework 360º competency assessment executive-level briefing and presentation demonstrating successful application of learned behaviors, Must be employed as a strategic account manager, national account manager, global account manager, key account manager or equivalent role, Must be actively managing at least one strategic account, Must have the sponsorship of a direct manager or leader within your organization. Customized Training & Consulting. The customer will be the ultimate judge of a SAM’s professional capabilities, but SAMA’s CSAM program provides its graduates with the skill set, mindset and behaviors to build lasting, mutual growth with strategic customers. The Strategic Account Management training workshop provides support and technical account managers with the relationship skills and account management tools … Let SAMA be the connector for … These workshops are conducted with the purpose of growing knowledge in strategic account management. Build profitable partnerships with your key accounts. In this hyper-connected world, we generate data with every … Outstanding strategic account managers outperform average ones by a factor of 3X. Cus… But to achieve distinctive, differentiating value for your company, only tailored, competency-driven training will consistently produce ace SAMs who dramatically outperform their peers. This can make a key account management certificate holder a competitive job candidate for account management … The focus of these workshops is on core strategic account management skill–building. Strategic negotiations 6. Strategic Account Management. He has to lead ... 2. self-led online and live online, Classes that require 2 course Units:  CORE 0, CORE 1 and all self-led online workshops*. These workshops are offered either individually or in combination with others. SAM playbook: Foundational skills for driving superior Business Strategy Certification Brightens Careers. North and South America, Asia-Pacific, They are dedicated and loyal, providing clients with a high level of support. Certification Program. Global Certificate in Account Management This is from Miller Hieman, famous for their work on Strategic Selling. And our research shows that only 35% of SAMs are performing “above average or outstanding.”. We offer numerous training, professional development and networking events throughout North America, Asia and Europe each year in addition to research, publications and other knowledge resources. *Self-led online workshop fees are priced and paid in USD only. Leadership Skills: A strategic account manager is a bridge between the sales team, a team of account managers and customer team. An internship can give you account manager training similar to what new hires receive at a place of work. … Suite 1040 Critical account managers skills 2. Business Strategy Specialization (University of Virginia) In this specialization, you will learn about … Creating a key account strategy is critical for business growth. Demonstrate mastery of what you’ve learned by developing and presenting an executive-level briefing, either for SAMA senior leaders or your internal stakeholders. The customer will … 1. Click on each course description to see how it connects to the SAMA framework and competency model. Strategic account planning 4. Chicago, IL 60606 Strategic Account Management is an advanced level sales course that helps sales professionals maximize revenue potential by taking a more strategic approach to account management. interaction - E8, Coaching to the behaviors that drive effective SAM execution - E10, Strategic thinking for SAM success: Putting “strategic” back in This account management methodology provides a road map for strategic … 200 W Madison St. today’s marketplace - CORE 3, Managing the customer relationship and value journey - CORE 4, Leading and managing a multifunctional team - E3, Strategic negotiation: Changing the conversation from price SAMA’s Individual Competency Assessment will give you a snapshot of an account manager’s current strengths and weaknesses, which can be used to create a personalized learning and development roadmap. Ultimately, you should be responsible for achieving sales quota and strategic account … Leverage technology for just-in-time sales training. With your key customers more important than ever to your company’s long-term growth and sustainability, you need a sure-fire way to elevate your strategic and key account managers from good to great. Chicago, IL 60606 You can hire so-so SAMs; it’s actually not that hard. The most recognized certification for strategic account management professionals and program heads, BECOME A CERTIFIED STRATEGIC ACCOUNT MANAGER, SAMA's Certified Strategic Account Manager (CSAM) program represents the highest mark of professional development achievement for strategic and key account managers. Founded in 1964, SAMA is a unique nonprofit association with more than 11,000 members worldwide. Provides a useful understanding of engagement methods with buyer / … Agenda of the Strategic Account Management in Pharma course. Privacy Policy | Terms of Service, SAM playbook: Foundational skills for driving superior, Value co-discovery and strategic account planning, Account leadership: Redefining account management in, Managing the customer relationship and value journey, Leading and managing a multifunctional team, Strategic negotiation: Changing the conversation from price, Emotional intelligence for SAMs: How to create value in every, Coaching to the behaviors that drive effective SAM execution, Strategic thinking for SAM success: Putting “strategic” back in, Designing and delivering the virtual sales conversation, Buyer’s perspective: Create, communicate and quantify value for CxO impact, Capture value skills: A negotiations course for the complex, consensus-driven strategic sales cycle, SAM2WIN: The interactive online game where SAMs compete for the business of a strategic account, SAM playbook: Foundational skills for driving superior customer results, Strategic thinking for SAM success: Putting “strategic” back in “strategic account management", Strategic negotiation: Changing the conversation from price to solutions, “Account management skills for sales: How to create growth and retain your most important customers”, Designed specifically for strategic account managers, Based on a proven competency model developed from years of benchmarking data, Facilitated by a proven network of trainers who are experts in the art and science of strategic account management. So, if you have excellent communication skills with a customer service attitude, we would like to meet you. The Strategic Account Management training course provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer … info@strategicaccounts.org, 2020 © All Rights Reserved. We train and certify SAMs, KAMs and GAMs to develop the skills they need to co-create sustainable, long-term value with and for their strategic … SAMA’s Certified Strategic Account Manager (CSAM) program provides participants with the skill set, mindset and frameworks to build lasting growth with your company’s most important customers. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective … Learn how. to solutions - E5, Emotional intelligence for SAMs: How to create value in every Get coaching from SAMA and CSAM faculty throughout the program, including one-on-one work around your actual customer. Strategic Account Manager Skills and Qualifications Strategic account managers are excellent planners and salespeople. * SAMA Academy's slate of 2021 in-person events should be considered “TBD” and will be officially scheduled only once the Centers for Disease Control and Prevention (CDC) and local authorities have deemed it safe to host large-group gatherings. Privacy Policy | Terms of Service, SAMA'S CERTIFIED STRATEGIC ACCOUNT MANAGER (CSAM) PROGRAM. +1 312-251-3131 +1 312-251-3131 Strategic Account Management Training: Best Practices. Founded in 1964, SAMA is a unique nonprofit association with more than 11,000 members worldwide. The below detailed agenda is for the face-to-face format. Private training:  If you have 15+ people interested in SAMAA Academy training, we can work with our training partners to schedule either in-person or online training that fit your company’s needs and schedule. Additional offerings for strategic account managers. Participants will be … The strategic account manager then needs to align this information and insights and formulate strategies and actions that are aligned and supported by everyone involved in the account – globally. A great start to a marketing, finance or HR career after MBA and growing in it - both entirely depend on a demonstrated ability and promise for leadership in … The SAMA Academy runs eight exhaustive workshops. SAMA’s Certified Strategic Account Manager (CSAM) program provides participants with the skill set, mindset and frameworks to build lasting growth with your company’s most important customers. However, few companies are able to systematically grow their accounts. We offer numerous training, professional development and networking events throughout North America, Asia and Europe each year in addition to research, publications and other knowledge resources. Each year, SAMA hosts three 4-day events in the United States and two 3-day events in Europe. Our Strategic Account Management program will give your team the knowledge, skills, tools, and action plan they need to tap into this opportunity and grow your key accounts. Please contact cusimano@strategicaccounts.org for more information. SAMA certification isn’t about just completing a set of courses or passing a test. Need more guidance? The best SAMs are 3X as likely as average ones to record outstanding growth, profitability and customer satisfaction. Want to see how SAMA’s Individual Competency Assessment can help chart your path to higher growth, more innovation and deeper, more resilient customer relationships? The best strategic and key account managers outperform average ones by a factor of 3X. The management of customer relationships is essential to the function and success of any business. “strategic account management" - E12, Designing and delivering the virtual sales conversation - E13, Buyer’s perspective: Create, communicate and quantify value for CxO impact - E2, Capture value skills: A negotiations course for the complex, consensus-driven strategic sales cycle - E9, SAM2WIN: The interactive online game where SAMs compete for the business of a strategic account - E11. Coach SAM team members to meet individual, account and organizational goals. 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