Summer 2013 Best Practice Highlight
We know you’re busy with deliverables and deadlines, that’s why we’re providing you with a summary of the hearty topics and challenges that we’ve covered in summer of 2013 which you may have missed during hectic schedules, vacations and work overload.
Whether you subscribe to our best practices by email and missed a topic or you just want to catch up, here’s what we’ve covered this summer:
The components of a best-in-class strategic account plan used by leading sales organization.
Keeping and growing strategic accounts requires a well-crafted Strategic Account Plan that includes the right information to predict, perform and measure results. Typically, organizations have addressed this challenege by implementing strategic account plans that are 10, 20, and even 30 pages long. The Chapman Group’s guide to the Metric-based Strategic Account Plan reveals the anatomy of a, succinct, simple and effective Strategic Account Plan that is currently being utilized to drive exponential success in Fortune 1000 organizations around the globe.
Cut down on the time, clutter and analysis paralysis typically associated with long drawn-out strategic account plans, and free up your account teams to do what they do best… keep and grow strategic account relationships and revenues.
How to identify the best candidates and benchmark the performance of managing strategic accounts and leading successful SAM programs.
Many strategic account management (SAM) programs are built upon a successful sales operation and sales team. The challenge is that sales leaders often believe that the sales people who were so instrumental in creating the successful sales organization will intrinsically become successful strategic account managers (SAMs) and lead an emerging SAM program. What has been discovered, much like having the “right” executive chef heading the right restaurant, SAM programs are known to prosper best when an evaluation model, the right process and talent assessment tools are used to establish the “right” team. Once SAM experts are hand-picked by the right criteria and are in position, the probability of success increases exponentially.
This guide leads SAM program leaders and SAMs to identify and measure the impact of having the “right” chefs running the SAM kitchen!
In this guide, we present the behaviors, competencies, aptitude, skills, style, as well as the intangibles that make up the profile of a best-in-class strategic account manager.
Surveying best practices for developing stronger customer relationships and greater revenues at a higher margin.
The simple truth is…customers are demanding more from their suppliers than ever before, and if you, the supplier organization, cannot match those demands, today’s customer has the where-with-all to replace you. This “demand for more” also applies to VoC and customer survey programs. Gone is the day of a one size fits all, ask some questions and get a ‘pat on the back’ approach to surveying your customers… they are demanding more.
In this podcast, CEO Dennis Chapman Sr. outlines the approach that his clients are taking to give the customer more out of their VoC and survey programs enabling the development of stronger relationships and greater revenues at a higher margin.
In this podcast you will discover innovative ways to give the customer more from your VoC program by:
- Developing and asking “actionable” survey questions
- Aligning questions to customer contact roles
- Using surveys to support and develop customer relationships
- Transitioning your customer survey program into a competitive advantage
The drivers that have helped Fortune 1000 sales and account management organizations optimize the impact of their customer-facing personnel.
Tune in to this podcast for insight on the drivers that have helped Fortune 1000 sales and account management organizations optimize the performance of their customer facing-personnel.
Learn these critical insights for strategic account managers and sales leaders on how the proper coaching and development of these performance drivers will make the difference between mid-level sales numbers and top performing success!
A look at the sales and account management metrics that are driving success in today’s most prosperous organizations.
Metrics enable an organization to institutionalize excellence, implement and utilize best practices across the organization and deliver results! They provide key calibrations to a cross-functional team on how to function, adapt and strategize. Implementing the right metrics and measurements will enable you and your sales and account management teams to:
- Know which strategic customers are loyal and committed and which are not
- Utilize insights to take proactive action
- Discover and close more business
- Better predict loss of significant revenue
- More accurately forecast opportunities
- Maximize individual customer relationships
How to quantify and present compelling value to customers.
Tune in as The Chapman Group’s president and founder, Dennis Chapman, discusses economic value propositioning (EVP), “the new language” in sales enablement. This EVP resource collection includes 2 podcasts; the first explains best practices for value creation, the financial ratios impacting strategic accounts and management strategy. The 2nd podcast introduces breakthrough technology used by effective B2B sales leaders to validate the value of their solutions.
*Bonus: Live examples of ROI models that are utilized by sales organizations are included in the resource.