The Chapman Group Continues Conference Momentum at The Metrics Channel
Following this year’s SAMA Conference, The Chapman Group announced the launch of a new web-based training series on The Metrics Channel. The training is structured to provide access to executive-level intelligence for managing customer programs in B2B sales and key account management. The series is purposed on continuing the momentum that sales leaders’ gain from workshops at industry events and addresses challenges faced by SAMA-certified account managers, KAMs (in key account management) and GAMs (in global account management). Viewers can tune in each week from any desktop or mobile device for valuable insights on how to maximize their organization’s differential advantages.
Dennis Chapman, a SAMA board member, SAM practitioner and respected sales thought leader was a keynote speaker at this year’s Annual SAMA Conference held in San Diego, California, May 6th – 9th, where over 400 sales and account management professionals were in attendance. He led two workshop sessions; Managing Customer Relationship Outcomes, a prerequisite course for SAMA certification, and Building Metrics-based Dashboards, presented to all conference attendees. From the conference he blogged, “One of the more important, yet challenging tasks for suppliers remains gaining relevancy at senior levels within their clients organizations.” His discussions with sales executives outside of the workshop reinforced the motivation to develop an executive-track into a video series where account managers can access relevant training material ‘on-demand’.
The first video in the series, Keys to Strategic Account Management: The Dashboard, which aired the week of the conference, elaborates on talking points from both workshops. Here, Chapman discusses the fundamentals of using metric-based dashboards to manage multiple organizational objectives with predictive analytics that present economic value to the total customer-supplier relationship in strategic account programs.
The Metrics Channel training videos will provide detailed insight on best practices for strategic account programs and solutions in developing sales, account management strategy and customer survey metrics. While leading The Chapman Group into its 24th year of business, Dennis is intent on educating from his experience working with clients and lending his expertise on maximizing the relationship between suppliers and their strategic customers. The weekly series covers real-world, metric-based solutions that corporations have gained from a direct partnership with The Chapman Group, and have been found to be the most beneficial in developing sales and customer management leadership.