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

Baltimore, MD, October 12, 2009 --(PR.com)-- 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.

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