SMARTS™ Metrics and Tools

The following metrics and tools are all components of the SMARTS™ Process:

Segmentor™ (Account Segmentation)

In an effort to emphasize the importance of account segmentation, The Chapman Group has developed a tool called the Segmentor™. This tool is designed to objectively measure specific data points of your accounts in 6 key areas to determine the strategic value of your accounts to your organization.

Account Management Diagnostic Index

The Account Management Diagnostic Index is a web-based tool designed to assess the current status of your account management program. It is a rating of existing practices versus recommended “best practices”.

Competency Profiler™

In an effort to ensure that our clients position the right people in the right jobs in order to be effective, The Chapman Group has developed a tool called the Competency Profiler™. This tool was designed to enable you to evaluate your team leaders / potential team leaders based on a set of 27 criteria.

Internal Team Metric

The internal team metric is a tool that calculates (as a percentage out of 100) an internal assessment of your account's strategic alignment and risk of attrition. This assessment tool provides an objective rating of your current account management status.

Relationship Penetration Index

Relationship Penetration Index (RPI) is an assessment of how well you have penetrated the account across all levels, functions, and divisions. Through the process of relationship profiling, you will be able to determine where your strongest and weakest relationships exist within the account.

Key Account Strategy Matrix (KASM™)

The Key Account Strategy Matrix is used to illustrate what types of strategies are most appropriate for your key / strategic account at a given moment in time based upon Economic Value Added, Pricing, Solution Alignment, Competitive Situation, and the Relationship Factor.

Team Leader Effectiveness Rating

The Team Leader Effectiveness Rating is a tool designed to assess your team leaders’ success in terms of leading, managing, and coaching their sales teams. This tool also takes into account various performance metrics such as revenue, profit, and loyalty.

SAM Program Effectiveness Rating

The SAM Program Effectiveness Rating is a balanced performance rating of SAM program indexes.

LoyaltyPro.com™

A web-based customer loyalty survey tool that can track, ,assess, measure, and provide a clear overview and insight into your customer’s loyalty and risk of attrition based upon the 7 dimensions of customer loyalty; Level of Service, Relationships, Needs and Values, Products and Solutions, Competitive Position, Do You Know/Would You?, and Recommendations.

ROI Calculator™

The core of The Chapman Group’s Value Process Selling methodology is being able to convert and document value in economic terms. To do this, The Chapman Group has developed a value tool – the ROI Calculator!