INSIGHT Practice Area
Strategic Account Management / Sales Coverage
- Strategic Account Management (SAM) Assessments
- SAM Best Practices Workshops
- SAM Strategy & Plan development
- SAM Implementation Planning
- Business Partner Channel Strategy and Planning
Strategies and Plans for Implementing Strategic Global Accounts and developing Sales Coverage models
The Insight Group provides proven, in-depth capabilities and methodologies to assist clients in the planning, design, and implementation of strategic accounts. Our Partner’s experience in running and implementing global account organizations enables us to address Global SAM selection and sales coverage plans for both product and service organizations.
Specific emphasis is placed on SAM strategy integration with the organization’s sales coverage (direct and business partner channels) plans including aligning with go-to-market strategies.
Depending on client need the engagement can be tailored to focus on the entire organization or a targeted segment. Best practices related to working remote considerations are incorporated in the new business normal of less face to face interaction.
Key Elements
- Strategic Account Management (SAM) Strategy and Planning
- SAM Selection, Coverage, Support and Certification
- SAM Assessments
- SAM Implementation Planning
- Sales and Business Management Coverage Planning
- Strategic Account Directors
- Direct Sales
- Business Partner Channel Strategy and Planning
Value to the Client
- Rapid migration from current environment to best in class coverage models
- Broadened senior customer executive relationships
- Improved focus on and increased market penetration of key accounts
- Significantly improved revenue growth and expanded cross sell opportunities
- Improved sales and sales support talent covering SAM accounts.
Our Approach
INSIGHT offers a series of capabilities that are customized to fit specific client needs. Offerings include:
- Best Practice Workshops and Assessments to Identify Key opportunities for implementing or enhancing SAM client programs
- Selection and Certification of SAM accounts workshops
- Identification of SAM account managers and certification programs
- SAM Training and Professional Development
- Account Planning
- Consultative Selling
- SAM Compensation Models and Sales Plans