The Competency Profiler
May 13, 2015 - The Chapman Group developed this important SAM Profiler from its 27+ years of building and tuning up SAM programs as well as from the feedback received from the customers of our clients in the 1,000's of Voice of Customer surveys that we have executed-...
Measure Customer Loyalty to Sweeten Results – Presentation
March 20, 2014 - Download the presentation given by Dennis Chapman, President and CEO of The Chapman Group, that discusses how to measure and create loyalty based relationship that results in significant financial gains.
Underperforming Strategic Accounts – 5 Best Practices to Improve Performance in Your Top Accounts
Learn about the following 5 best practices that could positively impact your SAM Program by improving the performance of strategic accounts: Account Segmentation Competency Models for Hiring/Selecting Strategic Account Managers Program Guidelines / Standard Operating...
Operating Plan Best Practices for SAM Programs
Learn best practices for creating and launching an operating plan for a best-in-class Strategic Account Management (SAM) program. This e-book is designed to guide Sales and SAM leaders on the initiatives, practices and resources to consider in the operating plan to lead and manage a successful SAM program.
The Profile of a Best-in-Class Strategic Account Manager
Learn how to improve the performance of your strategic accounts by improving the way that strategic account managers are recruited, selected, trained and promoted in this definitive guide to identifying and benchmarking the roles for managing strategic accounts and leading successful strategic account management programs.
The Sales CheckPoint
A 180-degree feedback system that helps sales managers evaluate sales people, surface their development needs, and align sales priorities.