2026 SAMA Academy Online - E10, June 23-24

E10 - Coaching to the behaviors that drive effective SAM execution

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.

This workshop focuses on the behaviors that lead to effective SAM execution (including co-discovery and co-creation of value) and equips participants with practical, proven approaches to coaching these behaviors to drive SAM performance and effectiveness within their organizations.