Baltimore, Maryland

The Chapman Group Announces the Release of their XSalerator™ Strategic Account and Opportunity Applets - the Leading Metric-based Approach to Strategic Account and Opportunity Management 

The Chapman Group is excited to announce, in partnership with White Springs, the release of their XSalerator™ Strategic Account and Opportunity Applets – a Strategic Account Management (SAM) tool that institutionalizes and measures world-class best practices within SAM Programs. XSalerator™ seamlessly integrates into existing CRM systems, and provides an organization with the flexibility to customize and tailor the applet to better fit not only their needs, but also the needs of their most strategic accounts. 

Developed by White Springs and built upon The Chapman Group’s proprietary and proven strategic account management methodology, SMARTS™ (Strategic Mega Account Resource TeamS), XSalerator™ incorporates a unique metric-based approach to strategic account management. Tools embedded in the applet include:

• Internal [Account] Rating – calculates an assessment of your account’s strategic alignment and risk of attrition at any given point in time.
• Relationship Profiler – determines where your strongest and weakest relationships exist within an account / opportunity
• Opportunity Qualifier™ - objectively determines the “probability of close” by diagnosing gaps between the selling and the buying process

Dennis Chapman, President / CEO of The Chapman Group states, “The XSalerator applet opens up a new world of opportunity for The Chapman Group, as well as the clients of The Chapman Group. Through this simple metric-based strategic account and opportunity management tool, there will now be even more reasons for sales team members to use and ultimately receive greater value from their system.”

About The Chapman Group

The Chapman Group, a Profiles Chapman Group Company, is a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices, and metric-based software tools. Our metric-based sales approach integrates the art with the science of sales and enables our clients to grow sales by becoming more efficient, effective and profitable. Clients, national and global – Fortune 1000 and mid-tier, have all found considerable value in continuing their relationship with us, long after initial goals have been accomplished. Clients often request The Chapman Group to monitor performance and provide ongoing performance monitoring, training and coaching.

About White Springs

Founded in 2002, White Springs connects the unique thinking process of any sales methodology with the execution and tracking power of any sales effectiveness technology.

The company engages in joint ventures with methodology authors in which the authors brand the applications White Springs builds as their own and distribute them either via their own direct and indirect sales channels.

More than 25,000 users across 300 companies in 20 countries are currently using White Springs-powered sales tools.

Headquartered in Oxford, UK with offices in San Mateo, California, White Springs is privately held and committed to the sales effectiveness industry. 

To learn more about The Chapman Group please visit www.ChapmanHQ.com. For additional information on White Springs, please visit www.White-Springs.com.

Contact:

Lisa Gaskin

516.502.6715

LGaskin@ChapmanHQ.com

  Baltimore, Maryland

The Chapman Group Announces Dennis J. Chapman Sr.’s Appointment to the SAMA (Strategic Account Management Association) Board of Directors  

The Chapman Group is both proud and honored to announce the appointment of Dennis J. Chapman Sr., President / CEO of The Chapman Group, to the Board of Directors of the Chicago, IL based Strategic Account Management Association (SAMA) - the SAM profession’s knowledge leader, providing members with the high quality resources, training and networking opportunities needed to succeed.

Effective January 1, 2008, Dennis will join the 26 member SAMA board, which contains a mix of practitioners and consultants. “Dennis has proven over time that he’s a thought leader in the areas where our members need thought leadership.  He will be a welcome and valuable addition to our Board of Directors,” comments Katherine Gotsick, Director of Operations at SAMA.    

Over the past 8+ years, Dennis J. Chapman Sr. and The Chapman Group have worked with SAMA to collaboratively provide interactive, content rich workshop sessions and webinars at the Annual Conference, Pan-European Conference, and SAMA University. A regular sponsor at the Annual Conference, The Chapman Group is recognized as an industry leader for their metric-based approach to Strategic Account Management. 

“I look forward to serving in this exciting new role with SAMA. It will afford me the opportunity to better understand the needs of the membership and most importantly play a role in connecting valuable content to help satisfy member needs,” states Dennis. 

Prior to establishing The Chapman Group in 1988, Dennis' career included sales and management positions with Xerox, ROLM/IBM and as Vice President of Sales and Marketing in the high-tech reseller industry. He has served as a panelist in the Johns Hopkins MBA - Capstone program and speaks on sales and sales management processes to MBA candidates at Loyola College (Baltimore, Maryland) and to major corporations across the country. Dennis has written on the topic of strategic account management for many years, and speaks nationally to more than 50 sales teams a year. A graduate of the University of Massachusetts’ School of Business, Dennis brings with him a background and love for statistics and metrics – If you can’t measure it, you can’t manage it!

About The Chapman Group

The Chapman Group, a Profiles Chapman Group Company, is a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices, and metric-based software tools. Our metric-based sales approach integrates the art with the science of sales. Clients, national and global – Fortune 1000 and mid-tier, have all found considerable value in continuing their relationship with us, long after initial goals have been accomplished. Clients often request The Chapman Group to provide ongoing performance monitoring, training and coaching. 

About SAMA

The Strategic Account Management Association (SAMA) is a knowledge-sharing organization devoted to developing, promoting and advancing the concept of customer supplier collaboration through communities of practice. SAMA is dedicated to the professional development of the individuals and companies involved in the process of managing  national, global and strategic customer relationships, and to enabling members to create greater customer value and achieve competitive advantage accordingly. 

To learn more about The Chapman Group please visit www.ChapmanHQ.com. For additional information on SAMA, please visit www.strategicaccounts.org.  

Contact:

Lisa Gaskin

516.502.6715

LGaskin@ChapmanHQ.com

      SAMA University: CHICAGO
Gleacher Center
Chicago, IL
November 12 - 15, 2007

SAMA University: Chicago is four days of intensive workshops dedicated to improving your knowledge. Courses
are broken into three available tracks—SAM Essentials, Program management and Design and Managing the SAM.

SAMA University: Chicago, November 12 - 15, 2007 at the Gleacher Cente. SAMA University: Chicago is a one- to four-day series of intensive workshops dedicated to expanding your knowledge and capabilities in strategic account management. There are courses and tracks for every skill level, from strategic account managers, to SAM managers, to program architects and senior management.

Design Your Own Curriculum!

This year, SAMA offers you the chance to create your own curriculum across three distinct tracks.

 Click here to register to attend the event you can't afford to miss!

If your attention is on SALES, SALES OPERATIONS, OR SALES COMPENSATION, this is the one event you won't want to miss!

Focused on the key sales performance management challenges facing companies today -

sales effectiveness, sales performance measurement, and sales compensation -
The Sales Performance Conference delivers practical, actionable information for achieving higher performance within your sales organization.

 learn how to utilize your selling resources more strategically

to drive sales

  discover measurement, reporting, and analysis techniques that increase visibility into plan performance and improve 

decision-making

  gain insight into new ways to link your strategy and sales compensation plans, improve plan understanding, and increase sales performance

   Click here to register to attend the event you can't afford to miss!

 The Chapman Group Now Offers Sales Team

Member Optimization through the “Globally Recognized” Assessment Tools of Profiles International

New Assessment Tool Offerings and Capabilities include: 

Pre hire screening and selection – improves recruiting and hiring process efficiency, increases retention of top performers, and reduces overall turnover

      • Predictive Customized Job Match Patterns

o   Identifies specifically what is required for success in any given job within your organization.

o   Provides objective, work-related data equipping you to choose those people with the highest likelihood of success in your jobs

Post hire coaching, training, and leadership development – accelerates employee performance and assists in career pathing/succession planning

             • Robust reporting of employee related data

o   Behaviorally based interviewing questions and coaching recommendations for measurements outside of benchmark

         • Leadership Development System

o   Confirms strengths and identifies areas for leadership skills improvement with organizational leaders

Employee Engagement – identification of level and type of employee engagement with recommendations for optimizing the contribution of all employees 

Announcement:

The Management Team of The Chapman Group, a sales optimization consulting firm, is pleased and excited to announce that it is now offering all of the assessment tools and success pattern models of Profiles International, a long-time global leader in the area of “optimizing employee productivity and contribution. The instruments of Profiles International have established themselves as key success drivers for selecting, keeping, optimizing and properly aligning company resources. 

Dennis J. Chapman Sr., the CEO and President of The Chapman Group states; this is an exciting opportunity and time for all clients of The Chapman Group as well as Profiles International. We will continue to work with all clients and suppliers as we have for the past nineteen years. Client success remains our focus! It is our expectation that the relationship with Profiles International presents significant opportunities and benefits to now provide additional solutions to the many long-term clients of The Chapman Group as well as Profiles International. These additional capabilities, resources and tools can have a significant impact on client revenue, profits and overall company performance. 

Jim Sirbasku, CEO and Co-Founder of Profiles International states; this is an exciting evolution in our quest to extend to the market as many “business success drivers” as possible to enable the ultimate business success results and experience. Many businesses have expressed a need for more in-depth help in the area of sales staff optimization – The Chapman Group can now more effectively address these needs through our extensive offering of employee productivity products and services! 

About The Chapman Group

The Chapman Group, founded in 1988 is a sales effectiveness consulting firm that creates world class sales and account management organizations through the optimization of field sales “best practices”. We assist clients of all sizes, across a broad spectrum of industries, in increasing their sales through the implementation of innovative sales processes, methodologies, best practices, skills, and tools. Our metric-based sales approach integrates the art of selling with the science of sales and enables our clients to grow revenue by becoming more efficient, effective and in-turn more profitable. Clients, national and global – Fortune 1000 and mid-tier, have all found considerable value in continuing their relationship with us, long after initial goals have been accomplished. Clients often request The Chapman Group to monitor performance and provide ongoing performance training and coaching. To learn more about The Chapman Group please visit their website at www.ChapmanHQ.com.  

About Profiles International

Profiles International provides a comprehensive array of employee assessment instruments used to put people in the right jobs, help managers lead, coach, and motivate effectively, and help all employees direct their efforts to achieve greater productivity and profitability. Their assessments provide employers with information used for hiring, promoting, succession planning, 360 degree feedback programs, management development, training, motivating, improving customer service, and other employment issues. Profiles International is "The Assessment Company," ready to assist you in solving your most expensive problems. To learn more about Profiles International, please visit their website at www.ProfilesInternational.com.  

For additional information or to research how your organization can take advantage of these new sales improvement/optimization capabilities, please contact: 

Lisa Gaskin

The Chapman Group

Tel: +1 (516) 502-6715

lchapman@chapmanhq.com

03.12.07 – The Chapman Group transfers all of its assets to the Profiles Chapman Group, LLC. 

BALTIMORE, MARYLAND - Monday, March 12, 2007 1:00 PM EST 

The Chapman Group is pleased and excited to announce the acquisition of its assets by Profiles Chapman Group LLC, an associate company of Profiles International. Profiles International is one of the world’s leading providers of assessment tools and instruments. This transaction will allow The Chapman Group, a sales effectiveness consulting firm, and Profiles International, an assessment company, to work as one cohesive unit to expand their breadth of offerings and better serve their clients. 

The Chapman Group’s suite of metric-based tools designed to improve and optimize sales performance, especially in the area of strategic account management, will compliment Profiles International’s collection of assessments that helps place the right people in the right jobs to achieve greater productivity and profitability, and assists managers in more effectively leading, coaching, and motivating their teams. The existing products, services, and all team member resources available through The Chapman Group will continue to be available through this new entity. The Chapman Group, in combination with Profiles International, looks forward to continuing to serve their existing client base through a superior combination of solutions; sales consulting, expanded metric-based system tools, performance training, consultative resources, and now improved insights on sales/sales management staffing and development. 

Dennis J. Chapman Sr., the current CEO and President of The Chapman Group will remain in his current position and states; this is an exciting opportunity and time for all clients and employees of our firm. We will continue to work with all clients and suppliers as we have for the past nineteen years. It is our expectation that The Chapman Group will reach new heights of capabilities that will enhance the success of our clients and establish The Chapman Group as a leading global supplier of sales effectiveness solutions.

The Chapman Group will continue “Doing Business As” (DBA) The Chapman Group. 

About The Chapman Group

The Chapman Group, founded in 1988 is a sales effectiveness consulting firm that creates world class sales and account management organizations through the optimization of field sales “best practices”. We assist clients of all sizes, across a broad spectrum of industries, in increasing their sales through the implementation of innovative sales processes, methodologies, best practices, skills, and tools. Our metric-based sales approach integrates the art of selling with the science of sales and enables our clients to grow revenue by becoming more efficient, effective and in-turn more profitable. Clients, national and global – Fortune 1000 and mid-tier, have all found considerable value in continuing their relationship with us, long after initial goals have been accomplished. Clients often request The Chapman Group to monitor performance and provide ongoing performance training and coaching. To learn more about The Chapman Group please visit their website at www.ChapmanHQ.com.  

About Profiles International

Profiles International provides a comprehensive array of employee assessment instruments used to put people in the right jobs, help managers lead, coach, and motivate effectively, and help all employees direct their efforts to achieve greater productivity and profitability. Their assessments provide employers with information used for hiring, promoting, succession planning, 360 degree feedback programs, management development, training, motivating, improving customer service, and other employment issues. Profiles International is "The Assessment Company," ready to assist you in solving your most expensive problems. To learn more about Profiles International, please visit their website at www.ProfilesInternational.com.  

Contact

Lisa Chapman

The Chapman Group

Tel: +1 (516) 502-6715

mailto:lchapman@chapmanhq.com

Joe Kistner

Profiles International

Tel: +1 (254) 751-1644 x111

joek@profilesmail.com