#1 Account Management Skills Training Solution for Life Science and Medical Device Companies

Areas of Expertise

A Complete Suite of Services for KAM Development

Areas of Expertise

We work closely with you to explore the needs of your organisation to design a training experience that is tailored to your customer environments

One of the things that makes Clarity different from other companies in the KAM development space is our willingness to customize and tailor our approach, content and delivery options to suit the specific needs of your organization and individual countries, divisions and business units. Our goal as always is to implement with you a solution that’s globally consistent across teams, yet locally relevant to each KAM and their customer environment.

We help you answer the “BIG” questions first around the readiness of your KAM strategy and KAMs to succeed in execution.

Yes

I am interested in finding out more about how our account teams can have smarter customer conversations leading to better results.


Consulting

Our first step will be to work with you to explore the specific competency, skill and process gaps that need to be addressed within your field account teams. As we gain an understanding of these requirements, we’ll define a training curriculum that focuses on these specific issues and ensures that your teams get maximum benefit from their learning and coaching experience.

The 4 Zones™ is a well proven, repeatable process. To ensure user adherence and integration in your company’s culture we tailor the process to the supporting home office functions of your organization and the specific sales channels and key accounts you want your field teams to focus on.

We interview key members of your team to build together a case study that describes a common account and opportunity scenario putting the workshop in a ‘real-world’ context. It is built to maximize learning outcomes and get everyone “on the same page.” All participants will have time to review the case study prior to the workshop.

Clarity tailors the items used to support the learning of the 4 Zones™ of Customer Engagement to align with your sales channels and your teams’ specialties

Training

All participants are enrolled in our Online App, in a ‘flipped-classroom’ style, they will arrive at the workshop with background knowledge and a positive frame of mind. Our experienced facilitators deliver high quality sessions using the customized content supported by the case study we built together, then putting the 4 Zones™ into context as it is applied to your live accounts.

Coaching

To reinforce the on-going learning, coaching sessions are scheduled as part of the KAMConnect™ Coaching System to guide your team in deploying the new skills learned and support them through this change management period. The Online App also supports a self-coaching approach with several interactive tools.

 

The KAMConnect™ Coaching System includes:

  • Coach-the-Coach sessions for KAM managers
  • Web-based Clarity-led “Situational Coaching” sessions for KAMs
  • The KAMConnect™ toolkit of resources
  • 4S Coaching Conversation Training
  • Monitoring and Follow up

As part of our post-workshop process we schedule meetings with your team managers and key team members to discuss the reports generated by the ongoing self assessments generated by the Online App. We help you plan your learning post-workshop implementation.

With many Clarity implementations, once one group or set of teams experiences the 4 Zones™ of Customer Engagement, others want it as well. We’ll work with you to develop a long-term company-wide plan to get everyone on the same page when it comes to moving in the direction of valued customer relationships!