You have to maintain a culture of transformation.
Following on from our earlier blog – Why bother with Strategic Account Management (SAM)? - if you are considering implementing SAM in your business then this case study recently published in Velocity magazine will give you some practical help. A successful Strategic Account Management process needs transformational change in your business.
The case study details how the CEO and his leadership team from a global medical devices company transformed their approach to selling and executing on value.
It outlines the challenges confronted and lessons learned in radically changing the business from a product focus, to a customer results based approach. This includes leading SAM in a matrix structure, breaking down company silos and changing a product selling culture.
In less than 3 years this company went from not having a structured approach for managing its most critical accounts to establishing a world class SAM program.