SMARTS™ Methodology
SMARTS™ is Methodology
Based on the premise that
Knowledge x Relationships x Value = Exponential Success
(KRV=S3),
the SMARTS™ methodology provides business best practices
for gaining client knowledge, segmenting accounts,
creating value propositions, building cross-functional
teams, and ongoing assessment of a multi-tier account
relationship. The methodology accelerates sales growth
through expanding your client knowledge and senior level
relationships.
SMARTS™ is Process
SMARTS™ is a process that is predictable, repeatable,
and measurable, enabling you to create a plan for
implementing these processes throughout the sales
organization. First, existing accounts are reviewed and
segmented, and then Strategic Account Managers (SAM) are
appointed to each of them. SAMs attend workshops to
learn how to build and operate a SMARTS™ Team. Finally,
SAMs assemble a Team for each account. Teams include
members from other areas of the company such as finance
or marketing. These Teams attend a workshop and learn
how to retain, acquire, and develop and effectively
service their Mega accounts. Using this newly gained
knowledge, the SAMs and Teams introduce themselves to
their accounts and begin applying SMARTS™. Follow-up and
post-diagnostics are used to report results and track
ROI. The process is interactive, client centric and
makes doing business more efficient between you and your
client.
SMARTS™ is Technology
SMARTS™ is also supported by cutting-edge, customizable
software designed to accurately forecast your company’s
sales, track sales activity, manager relationship
networks, measure account penetration, assess the
opportunity funnel, and perform a strategic gap
analysis. These valuable features are built into
(Microsoft Excel spreadsheet templates) and automated
web-based sales tools of The Chapman Group, making them
easy to learn, simple to use, and able to run
independently off any other internal software. SMARTS™
software enables your sales organization to effectively
penetrate and service accounts, increasing sales
profitability and facilitating efficient account
management. The technology facilitates your sales
process. The Chapman Group also integrates SMARTS™ into
existing client technology platforms for Sales Force
Automation/CRM database solutions. The Chapman Group
works with all major SFA/CRM vendors.
