Covering global accounts has unique challenges. Large sales organizations typically use separate sales forces for their largest, most valuable, and most strategic customers and prospects. Managing the strategic account sales force also brings a unique set of management challenges. In this webcast we will examine the role of sales management in driving strategic account success.
Topics
- Distinct characteristics of strategic customers and prospects
- Where sales management's role in strategic accounts matters most
- Addressing global coverage requirements
- Coaching SAMs and strategic opportunities
- Best practices for strategic account sales management
