Webinar Registration: Building SAMs into CEOs - How SAMs can relate to their customers, and manage their businesses, like C-Suite executives | May 14, 2020 

MAY 14, 2020 10:00 AM in Central Time (US and Canada)

The concept of a SAM being the “CEO of their own business” is a frequent idea within mature sales organizations.  Senior management may be looking to get more business-driven behaviors from their SAMs.  Other times they hope SAMs will act with more entrepreneurial agility, counteracting slow internal process or decision cycles.  The question remains – can, and should, organizations attempt to shift SAMs towards a CEO mindset?  If so, how can you get there successfully?

In this virtual session we explore the motivations behind the phrase and the behaviors they hope to drive.  We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality type expectations.  Additionally, we’ll briefly review some specific approaches to help SAMs gain basic understanding of the way CEOs view the world and better tools for communicating more like senior business leaders.

Participants will leave with a better understanding of the root causes behind the idea, the desired behaviors and the practical challenges in addressing this type of transformation at an organizational level.



Michael thomas

Michael brings experience from a career of more than 25 years in solutions-selling, consulting and professional services management roles, serving account bases that include some of the largest companies in the world. With direct experience selling complex portfolios of products and services, and acting as a mentor and coach for executing sales strategies around the world, Michael has a background of demonstrated successes at the strategic level.  He provides effective leadership to account teams, segment managers and executive sales leadership across a wide span of verticals and markets.

As the principal and founder of Magnetic, Michael helps lead diverse teams towards transforming their sales and customer management practices.  Starting in 2011, Magnetic has engaged with customers in over 15 countries across the globe, bringing innovative sales strategies and delivery experience to multiple industries and channels.  In the past 5 years, Magnetic has directly impacted over $1.6B USD in revenue and sales for their customers.

Before founding Magnetic, Michael worked at Microsoft for 15 years within their enterprise accounts group and consulting organizations.  Additionally, he served key transition roles in their Silicon Valley area as part of major cloud-based acquisitions.  His responsibilities included readying customer accounts and businesses for introduction into the multibillion-dollar enterprise sales organization, as well as managing the ongoing P&L of those customer business teams during the transitions.

Prior to Microsoft, Michael held positions with several boutique consulting and custom software development firms in the Great Lakes, United States region, leading and managing both revenue lines and services teams.

Michael is a frequent speaker and presenter for private and public functions.  He holds a Bachelor’s degree in Psychology from The University of Ohio State in Columbus, Ohio.  Michael currently resides in Nashville, Tennessee.

This webinar has already taken place. You can view the recording at the link below: VIEW THE RECORDING