SAMA Pan-European Conference
Mar 10-12, 2013 | Berlin
ZS Principal Mike Moorman and Carolyn Wagner, Managing Director of DS Smith Packaging, will share a case study on the transformation of a strategic accounts sales force, from transactional to value-based selling, at the annual Pan-European conference of the Strategic Account Management Association.
Transformation to Value: An Organizational Journey
Category: SAM Program Design, Structure & Management
Mike Moorman, Managing Principal, ZS Associates
Carolyn Wagner, Managing Director, DS Smith Packaging - Germany, Switzerland & Austria
Share the journey of a sales force transformation through the case example of DS Smith Packaging, a world–class manufacturer and supplier of packaging products and services. This session will focus particularly on the transformation from transactional to value-based selling with strategic accounts, and resulting impact.
Topics will include:
- Account segmentation and selection
- Organizational structure
- The value proposition and sales process
- Talent selection and motivation
- Sizing and account assignments
For more information and online registration, please visit the SAMA website.