Engaging sales people and account managers for training and development is extremely challenging for most organizations. The reasons for this are actually quite practical; for most sales people time truly is money. The time they spend not directly working with customers and prospects potentially reduces their sales results. For this reason we make sure that all Global Partners programs are immediatley applicable and will deliver a clear, measureable impact on the results for each workshop participant.

A key success factor for ensuring immediate application of learning is providing tools and documentation for action planning. Participants in our Strategic Account Management, Strategic Selling and Capture Team programs use a Planning Guide to analyze their business, create objectives and strategies and track their implementation. Completing a draft of the Planning Guide during an Action Workshop requires participants to systematically analyze their account, determine what is needed to drive better results and formulate highly actionable objectives, strategies and plans.

• Strategic Account Management - The Strategic Account Management (SAM) program provides senior sales professionals and account managers with tools and techniques for developing and implementing effective strategies to grow business with their most important accounts.

• Hospital Strategic Account Mangement - The cost and quality of healthcare delivery has become the dominant issue confronting hospitals and healthcare systems today, and hospitals are seeking ways to reduce costs while improving care. This highly interactive Strategic Account Management program is designed to increase understanding of Hospital Executives’ challenges and how to relate a supplier's products and services to their needs.

• Strategic Selling - Strategic Selling provides sales and marketing professionals and managers with methodologies and tools to enable them to manage sales territories strategically, qualify accounts, solicit useful information from customers and map out customers’ decision processes.

• CxO Selling - CxO Selling provides an effective process for developing relationships with, influencing and ultimately selling to senior executives. Through the use of tools, based on an analysis of best practices, senior sales professionals hone their skills to optimize high level contacts.

• Finance for Key Account Managers - Finance for Strategic Account Managers provides the financial analysis tools essential to enable account managers and sales professionals to demonstrate the impact of products and services on their customer’s critical financial and strategic results.

• Capture Team - Capture Team covers the entire process of winning a major sale, from market analysis through offer and negotiation. An actual major sale opportunity is used in the program to develop participants’ competencies in winning business and increasing customer share.