Activities of all sorts can arise through the Strategic Analysis process. Each item needs to be address and assigned to ensure anything associated with the Account Relationship that has a task, a phone call, or some other item internally or with the client is also noted and set within the Activity section. However, these activities should concretely and specifically support the strategy elements that your team has worked with in the Situation Appraisal and analysis segments of the LAMP process - everything from your position on the Buy-Sell Hierarchy to the realization of your Revenue Targets.

Consider the following when determining additional Activities:

  • Is it likely to further the realization of one or more Single Sales Objectives?
  • What would be a way to quantify to contribute to our Revenue Targets?
  • If we were about to loose the account, what defense in a form of an activity would we take?
  • What activities could we pursue to position us higher up on the Buy-Sell Hierarchy?
  • How can we improve the account's own productivity?
  • What actions can we undertake that will have a positive impact on the customer's profit?

Fig. 44, Activity section

To add an Activity:

      1. From the Goal Detail Panel, click the Add icon to open the section.

      1. The following are descriptions of the fields in this dialog:

Description - the text description of the Activity

Contact - an Account contact who may have input on the Activity

When - the date the Activity was created

Assigned To - the person within your organization that will be responsible for the Activity

Completed - the date the Activity was completed

Status - the status of the Activity. The values of this field may vary according to your SAM installation. Simply select the radio button next to the Status you want to enter.

Type - the priority of the Activity. The values of this field may vary according to your SAM installation.  Simply select the radio button next to the type you want to enter.

      1. Type a description of the Activity in the Description field.  If the Repository icon is availble, you may choose from a list of suggestion Activities.  Make your selection and the click Done.

      2. To assign a Contact, click the Search icon in the Contact field and do one of the following:

        • If the desired name appears in the list, select the name and proceed to step 7.

        • If the desired name does not appear in the list, select the Search tab and proceed to step 5.

      3. Type the desired search criteria in the First Name, Last Name, or Account field and click Go.

Fig. 44a, Contact search

6. From the list of items that match the search criteria, select the desired contact to populate the Contact name.

7.  Complete the other fields as desired.

8.  When you have completed entering the desired data, click Done to save and close the section, or click the Add icon again to add another Activity.

To delete an Activity:

      1. In the Information Needed section, click the desired Activity and click the Trash Can icon. A message box appears asking you to confirm the deletion.

      2. Click Yes to delete or No/Cancel to cancel.

To edit an existing Activity:

In the Goal's Detail Panel, click in the entry and edit the text inline.  Click Done when you have completed. 

​To enter a date for When and Completed:

In the section you are editing, click on the calendar icon next to When or Completed.  This will open a calendar tool that allows you to select the date.

Fig. 44b, Calendar icons

Fig. 44c, Calendar tool

Click the X to the right of the calendar when you have selected the date.  The date will appear in the text field.

© 2016 Miller Heiman Group. All rights reserved.