2025 SAMA Academy Online - E10, October 21-22

E10 - Coaching to the behaviors that drive effective SAM execution

Recommended Audience: SAM Program Leaders, SAM Managers

Level of proficiency: Intermediate / Advanced

Certification eligibility: Yes

Presented by: Performance Methods, Inc. (PMI)

It’s generally agreed that growth and business results are key indicators of a successful SAM/KAM program. Yet based on experience with numerous organizations within the SAMA community of practice, there exists an imbalance between coaching to the results (i.e., “the numbers”) and coaching to the behaviors that drive these results (i.e., SAM best practices). And while measuring revenue growth is certainly an important indicator of SAM performance, experience suggests that when emphasis is placed on the best practices that lead to revenue growth (i.e., leading indicators), not only will the results follow, but SAM performance and development will accelerate.