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Ten insights on the future of SAM

Strategic Account Management Association

At the 2020 SAMA Annual Conference (held virtually Nov. 9-11, 2020), we pulled together a group of the smartest, most sophisticated observers, students and practitioners of strategic account management for a conversation on “The Future of SAM.” Those who have the data, and use it wisely, will control the playing field.

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SAMA releases Biannual 2021 Compensation Report

Strategic Account Management Association

In 2020, account managers in healthcare received 20% higher pay than in 2018, compared to other industries where pay rose just 2.7%. Meanwhile, program directors in healthcare received 29% higher pay in 2020. Look for ways to drive people to innovate and demonstrate excellence. In other industries, pay declined by 11%.

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How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

Sales Enablement: works alongside the client business partners, the customer service group and operations teams to define the right solutions that cater to the customer’s requirements and introduce technology and innovation to the portfolio of our offering. Gross profit: The goal is to improve performance year over year.

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The Five Health Care Trends Every SAM Needs to Know

Strategic Account Management Association

Earlier this year, we took stock of the myriad forces impacting health care delivery and boiled everything down to four major health care trends that every SAM needed to know in 2020. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks.

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Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

The [GAM] program’s core mission is to form and maintain a trusted partnership with our clients that produces mutual innovation and value resulting in measurable outcomes. This will help your team innovate in meaningful ways that resonate with your customers as your program grows and matures.

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“LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU

Strategic Account Management Association

Liquid organizations use team-based structures to increase the quality, speed and innovativeness of outcomes. For more on creating teams within the strategic account management program, see “Addressing the New Normal: Creating Liquid Strategic Account Teams,” in the Fall 2020 issue of this magazine.)

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Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

According to research we conducted during the second half of 2020 (involving salespeople and sales executives at more than 100 B2B companies), just 31 percent of respondents said they expect to return to pre-pandemic levels of in-person sales activities ( Figure1 ).