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Success begins with the right strategy.

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COE Components: Avoiding Complexity

COE Components: Avoiding Complexity

The essential components of a COE are also important drivers for success. Avoiding the tendency toward too much complexity and focusing on the COE components that are really needed is an art.1. Competency and training curriculum to develop personalized learning...

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Customer-Centric vs. Roles Curriculums

Customer-Centric vs. Roles Curriculums

Learning and development capabilities need to be integrated into the COE to build a customer-centric curriculum. This curriculum ensures that every customer-facing individual is aligned to the same engagement or selling model and this is a key success component of SAM...

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Building global excellence

Building global excellence

Much has been said about the challenges and values of building global centers of excellence for key account management (KAM) and strategic account management (SAM) as a strategic operational group within organizations. Each year, the Strategic Account Management...

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Towards a healthier sales model

Towards a healthier sales model

For the past 20 years, I have been involved in pharma discussions regarding the need to radically change our sales and engagement model. The pharma industry has shifted from defi ning its customers as the physicians prescribing to patients to a much more complex...

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