Metrics that Measure SAM Program Readiness and Effectiveness
Columbia, MD (Vocus) November 9, 2010
Dennis Chapman recently led a full day workshop at SAMA University in Chicago, IL. The SAMA workshops were dedicated to expanding the knowledge and capabilities in strategic account management. Dennis Chapman’s workshop, titled “Metrics that Measure SAM Program Readiness and Effectiveness”, focused on seven critical measurements for an organizations SAM program.
According to Dennis, “even though sales numbers 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.”
The more predictive metrics that Dennis spoke of during his workshop included:
- 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
The participants had positive remarks to make about what they learned during the workshop. Some of the remarks include:
- I personally found your session to be thought-provoking and inspirational; keep doing what you’re doing so we can get the right people doing the right things in the right way on the right accounts!
- I want to thank you for the excellent session that you led at SAMA U. I really enjoyed the session and hope to use the concepts learned in my job.
- I am glad I met you and thoroughly enjoyed every minute of your class on metrics at SAMA U.
For more information about The Chapman Group and their SAM training programs, please contact The Chapman Group at (800) 755-1905 x 25.
About Dennis J. Chapman, Sr.
Dennis J. Chapman is the Founder, CEO and President of The Chapman Group. Dennis has over 20+ years of executive experience in sales, marketing and business management and is dedicated to helping his clients achieve their goals. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences.
The Chapman Group is widely known for their Major Account Management program, SMARTS™, which builds and utilizes cross-functional teams to manage major accounts. Dennis developed the SMARTS™ methodology through his many years of designing sales methodologies, processes and tools that produced significant, sustainable results for his clients, time and time again. Dennis has written on the topic of strategic account management for many years, with an article published in CRM Magazine, and speaks nationally to more than 50 sales teams a year.
About The Chapman Group
The Chapman Group, founded in 1988 is a sales consulting firm that creates world class sales organizations through the optimization of field sales performance. 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 training, and software tools. The Chapman Group has a primary focus on optimizing Strategic Account Management programs and gathering and analyzing customer loyalty feedback. 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.