Effective SAM provides key benefits such as achieving sales force integration without reorganization, creating more cross-selling opportunities and account stability, and transforming businesses from project-based to annuity models with fewer competitions. It also enables automatic staff training through discussions on clients' points of view, leading to faster revenue and profit growth for effective SAM clients.

1. Effective SAM - Key Benefits
 Achieves sales force integration without
reorganization
 Creates more cross selling & “integrated”
relationships with more account stability
 Transforms business from project or campaign based
to an annuity business…..fewer competitions = more
profit
 “Automatic” staff training on client issues through
POV discussions
 Revenue & Profits grow more rapidly in effective
SAM clients

2. What We Do and What We Bring!
•
• We blend our many years of executive sales, marketing and busines
leadership experience with world acclaimed academic research to gu
and mentor our clients through a discovery and change process that
achieves effective execution with measurable results.
• To do it we bring:
– Frameworks
– Processes
– Templates
– Training
– Coaching
– Market Research
– Sample Metrics

3. Lessons Learned
• People
• Compensation/measures aligned
with strategy
• Defined selection criteria
• Clarify consequences of
undesirable behaviour
• Technology
• Integrated CRM
• Analytical tools
• Total Team Commitment
Requirements for Success
Strategy
• Walk the talk
• Business case with cost
and benefits
• Goals and
accountabilities
Process
• Overcome resistance to
change
• Discipline in execution
• Dedicated and
accountable resources