The S4 Consulting Strategic Account Manager Competency Model 4 Categories


The S4 Consulting Strategic Account Manager Competency Model [4] Categories

We present these categories in descending order of importance, although all of them fit within six-tenths of a point on a five-point scale:

  • Show understanding of customer processes and industry.

  • Develop and manage relationships.

  • Show leadership.

  • Use the consultative approach.

  • Demonstrate entrepreneurial/intrepreneurial behavior.

  • Show creative problem solving.

  • Demonstrate ability to develop personal excellence.

  • Demonstrate organizational skills.

  • Think and act strategically.

  • Execute the account management process.

  • Demonstrate knowledge of supplier's processes and industry.

To determine whether a strategic account manager prospect has the competencies in these two models, more and more companies start with such a model and then develop and use creative behavioral interviewing in the selection process. Behavioral questions can allow you to gain real insights not only about what a candidate knows, but what a candidate can do. Consider the following behavioral questions for interviewing potential SAMs:

  • Tell us about a time when you had to sell up an organizational hierarchy.

  • Tell us about a time when you pulled together a cross-functional or multilevel team to accomplish a task successfully.

  • Tell us about a time when you successfully sold an idea internally.

  • Tell us about a time when your knowledge of the customer's needs saved the day.

These sorts of questions are very powerful and can generate responses that significantly reduce hiring errors in such a critical position.

[4] S4 Consulting, Inc.




The Seven Keys to Managing Strategic Accounts
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112

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