Executives regularly complain their departments are not working together well. In some large organisations, executives spend most of the time refereeing disputes between departments. Why does this happen?
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Many companies work in silos, geographically or by business units. Implementing a company-wide initiative like Strategic Account Management (SAM) poses many challenges, particularly around the main resource - staff.
So, for leaders of companies with these siloed structures getting the whole company aligned around strategic customers, and committing time, money and people can be a major challenge.
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As the year begins we start to plan. On my desk when I arrived back at work was a brochure. A brochure for the Strategic Account Management Association (SAMA) conferences.
SAM is helping some of the best performers in markets deliver faster growth and higher profits. At the same time SAM is building stronger strategic relationships which uncovers more sales opportunities and makes their competitive position even stronger.
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