The Coach will use the Strategic Account Plan (SAP) Tool to encourage the sales representative to learn about each account utilizing the 3 zones of strategic account management: Account Prioritization, Account Development, and Account Management. SAP Tool Coaching includes uncovering the unique challenges each business faces, their mission, and any operational challenges to attain the mission. Additionally, the sales representative needs to uncover how the account measures success, and then influence the account to fix their hurts/challenges with your solutions.
