Account Team Leadership
Business Challenge
Over the past decade, large companies have cut their supplier base by half. Many companies want to establish alliances with a few core suppliersfully integrating those suppliers into their own value proposition. Suppliers, in turn, are investing more of their resources in a few top accounts and developing strategic account management (SAM) programs in order to grow those accounts. These companies are finding that the keys to SAM success include effective training for strategic account managers and teams, the elimination of organizational barriers, and a focus on long-term goals.
Account Team Leadership
Research on SAM reveals that team leadership is an essential, but often overlooked, competency for strategic account managers. Account Team Leadership is a set of advanced learning modules aimed at improving SAM leadership skills. Covering topics such as getting team member buy-in, team development, and mobilizing team members to execute on plans, these modules are based on Forums research into the skills that differentiate high-performing leaders in dynamic, cross-functional, knowledge-based environments.
Target Audience
Account Team Leadership is for strategic account managersespecially those working with top-tier, enterprise accounts and leading dedicated, cross-functional account teams.
Outcomes
By participating in Account Team Leadership, strategic account managers will:
- Improve their leadership, influence, coaching, and networking skills
- Develop a strategic account team that is more committed, aligned, and effective with clients
- Orchestrate resources more effectively on clients behalf
Delivery Options
We recommend that account managers participate either in Planning for Premier Accounts or Planning for Key Accounts (core account planning processes and tools) or an equivalent before taking Account Team Leadership.
For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.
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