Valuable Opportunity to Learn How to Be a Better Strategic Account Manager 

Baltimore, MD-The Strategic Account Management Association (SAMA) will hold their annual SAMA University October 21-23, 2009. This is a valuable opportunity for Account Managers to learn from experts how to improve their sales and account management skills. Dennis J. Chapman Sr.  is, once again, among the workshop presenters. Dennis will present two workshops this year: “Determining the Economic Value You Bring to Your Customer and to Your Company” and “Metrics That Measure SAM Program Readiness and Effectiveness”. 

The ability to quantify and communicate your economic value proposition (financial impact) is a critical part of any account relationship. When you can communicate your value proposition that you actually deliver to your clients as well as to your own organization you create a persuasive message. “Determining the Economic Value You Bring to Your Customer and to Your Company” uses an "ROI Calculator" methodology to teach account managers how to forge relationships based on hard–dollar economic value ("Return on Investment"). A strong economic value proposition enables supplier organizations to establish more effective partnerships with their clients: relationships based on economic value and not just on price. Topics covered:

• What economic value is ("Return on Investment")

• How to set mutually agreed–upon economic goals and objectives with your customer

• Metrics that establish the economic value proposition

• How to document and validate economic value using an ROI calculator

• Optimizing the ROE (Return on Effort) ratio

• Optimizing the ROC (Return on Capital Investment) ratio

While sales numbers, usually defined as revenue/profit increases, are critical measurements, there are additional and more "predictive" metrics to consider that give valuable insights to the probability of achieving or not achieving all organizational sales objectives. “Metrics That Measure SAM Program Readiness and Effectiveness” will outline and expand on seven critical metrics that, when measured at the organizational level, will enable any strategic account management organization to evaluate the success of its SAM program, teams and team leaders. Topics covered:

• Metric–based performance dashboards

• Choices of metrics – what will best provide the optimum value to your organization

• The most critical predictive account management metrics

• How to develop, communicate and employ any metric

• Challenges associated with any metric–based program

Course Components:

• Internal Team Situational Index with Relationship Penetration and Alignment Ratio

• Account Loyalty Index

• Team and Team Leader Effectiveness Rating

• Team Financial Operating Ratio

• Opportunity Pipeline Improvement Index

• Top Account Revenue Improvement Ratio

• High–Value Activity Performance Index

SAMA University is open to the members of The Strategic Account Management Association. For more information about registration, please visit www.strategicaccounts.org.

If you would like more information about Dennis Chapman, The Chapman Group and the tools and methodology of The Chapman Group, please visit www.chapmanhq.com. 

Dennis J. Chapman is founder and President of The Chapman Group, 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.  

For more than 20 years The Chapman Group has been providing integrated sales solutions to Fortune 1000 companies. Their integrated approach involving the use of strategy, training and software has provided some of the world’s largest sales forces with the expertise to manage complex sales opportunities, develop strong relationships, streamline processes, shorten sales cycles and, most importantly, deliver real value to their clients.

Founded in 1988, and headquartered in Columbia, Maryland, The Chapman Group works with companies to optimize their sales and strategic account management performance. TCG implements and institutionalizes proven strategic account methodologies through SMARTS™, TCG’s proprietary strategic account management practice, metric‐based key account management software tools (XSalerator.com™ & LoyaltyPro™) and training (sales, team leader and manager coaching workshops across their sales function). The Chapman Group drives sales effectiveness by providing clients with a variety of proven and innovative best practices, including team‐based strategic account management processes and metrics that effectively measure key areas of high impact within account management and associated sales opportunities.

For more information call 800-755-1905 or visit www.chapmanhq.com

FOR IMMEDIATE RELEASE 

Know Your Customer. Keep Your Customer. The Chapman Group Launches Version 5.0 of LoyaltyPro^TM

Baltimore, MD-LoyaltyPro™ 5.0, a web-based customer loyalty surveying tool, offers “Voice of the Customer” metrics and analysis that helps companies increase revenue through retention and growth of their existing accounts. As organizations continue to put an emphasis on account retention versus acquisition, account loyalty becomes the single most important driver of increasing overall corporate revenue and achieving greater financial performance. 

LoyaltyPro^TM 5.0 is actionable, customizable and easy to implement! Features included in the LoyaltyPro™ 5.0 release are a direct result of user feedback. New and enhanced features of 5.0 include:

·     User customized reports

·     User-defined Dashboard for at-a-glance         analysis

·     User customized surveys

·     Language translation

·     Simplified implementation

LoyaltyPro^TM, designed for Business to Business use, assesses an organization cross-functionally and across all management levels in order to reveal meaningful insight into customer loyalty. The resulting reports will help sales teams:

·     Improve relationships with key contacts to  ensure account retention

·     Identify current strengths and weaknesses in their own organization

·     Reveal new opportunities within existing accounts

Loyalty, the “Voice of the Customer”, is a leading indicator that predicts the “staying power” of an account. LoyaltyPro™ offers companies a tool to gather ongoing, critical account intelligence. It assesses the relationship between the buyer and the supplier and drives customer improvement action plans.  Having insight into your customer’s perception of your relationship  allows you to steer the strategic efforts and initiatives of the account team  to continually improve customer relationships and build a network of loyal customers. 

LoyaltyPro™ is a metric-based tool created by The Chapman Group, a sales effectiveness consulting firm that creates world class sales organizations through the optimization of sales performance. The Chapman Group assists clients of all sizes across a broad spectrum of industries to increase their sales through the implementation of innovative sales processes, methodologies, best practices, skills and tools. Customer loyalty metrics have been part of their holistic approach for almost 20 years. 

For more information about LoyaltyPro^TM, visit www.loyaltypro.com. For more information about The Chapman Group, visit www.ChapmanHQ.com.

For more information call 800-755-1905 or visit www.chapmanhq.com

FOR IMMEDIATE RELEASE 

Know Your Customer. Keep Your Customer. The Chapman Group Launches Version 5.0 of LoyaltyProTM

It’s No Mystery How We Can Support Our Troops 

September 1, 2009-Baltimore, MD-It was a meeting shrouded in mystery. Each member of The Chapman Group had been given a confidential mission: buy specific items from a list that was unique for each member. They were about to find out why. 

As they gathered in the conference room, they were greeted by Dennis Chapman Sr. and Lisa Gaskin. While the team ate lunch, they learned about a charitable opportunity to send care packages to the U.S. troops in Iraq. 

Lisa explained that the troops loved to get care packages from home and that they missed some of the things that we take for granted. The wish list ranged from shampoo and toothpaste to beef jerky and peanut butter crackers. 

The Chapman Group team assembled three large boxes with these items plus puzzle books, magazines, snack foods, toiletries and more. The boxes will be sent to a platoon of Marines that Lisa learned about from her husband. The team was surprised by the variety of things the troops miss as well as how easy it is for a group of people in the United States to make a difference for the men and women who are serving our country.  

There are many organizations online that can help to send packages and supplies to troops in the Middle East. You can also visit the Unites States Postal Service’s website for more specific information on addressing tips, mailing restrictions, packaging tips, the priority mail flat rate box which ships to only military members at an APO/FPO address, and other ways to support our troops http://www.usps.com/supportingourtroops/.

The Chapman Group, founded in 1988, is a sales consulting firm that creates world class sales organizations through the optimization of sales performance. We assist clients of all sizes across a broad spectrum of industries to increase their sales through the implementation of innovative sales processes, methodologies, best practices, skills and tools. We have been using customer loyalty metrics for almost 20 years as part of a holistic approach to effective account management. 

For more information call 800-755-1905 or visit www.chapmanhq.com

FOR IMMEDIATE RELEASE 

The Chapman Group Reveals that It’s No Mystery How We Can Support Our Troops

Julie Landis Joins The Chapman Group to Provide Extraordinary Account Support

Baltimore, MD

Julie Landis has an impressive background in B2B sales and customer support. She has over five years of experience selling in a B2B environment and working with executive level clients. She possesses the ability to listen and provide the best available solution to meet our clients’ needs. Julie is joining our Account Management Team as an Account Support Representative. She will be a resource to our clients who will provide extraordinary account support.

Julie attended college at Towson University where she earned a degree in Business Administration. She played soccer for Towson University and has a history of coaching soccer for youth teams.

The Chapman Group, founded in 1988 is a sales consulting firm that creates world class sales organizations through the optimization of sales performance. We assist clients of all sizes, across a broad spectrum of industries increase their sales through the implementation of innovative sales processes, methodologies, best practices, skills and 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. We serve national and global clients in the Fortune 1000 and mid-tier. Clients often request The Chapman Group to monitor performance and provide ongoing performance monitoring, training and coaching.