Dealmaker®
TAS Opportunity and Account Management Suite
Solution Description
Plan, Find, Create, Manage and Win More Sales Opportunities
© The TAS Group 20112
Customer Analysis – Business Drivers/KBRs
• First customer business driver or KBR
• Second customer business driver or KBR
• etc
© The TAS Group 20113
Customer Analysis – Initiatives
• First customer initiative
• Second customer initiative
• etc
© The TAS Group 20114
Customer Analysis – Critical Success Factors
• First CSF
• Second CSF
• etc
© The TAS Group 20115
Dealmaker® TAS Opp and Acc Mgmt Suite
Dealmaker® TAS Opportunity and Account Management Suite helps sales professionals maximize the opportunities from key accounts, increase opportunity win rate, get accurate sales forecasts and improve sales performance, through on-demand sales best practice learning and application, resulting in sustained, predictable, and profitable revenue growth.
The solution incorporates world-leading sales methodologies (TAS®, ESP, PMP), real-time, deal-specific Coaching, step-by-step sales process, on-going insight and analysis through Forecast Analysis and Performance, instant objective deal alerts through Pulse and continuous best practice learning through Virtual Learning.
© The TAS Group 20116
Dealmaker® TAS Opp and Acc Mgmt Suite
• Components• World-leading TAS, ESP, PMP sales methodology
• Step-by-step sales process
• Real-time deal-specific deal coaching
• Intelligent social networking with instant objective alerts
• Forecast and sales performance insight and analysis
• Virtual learning for on-the-job learning
• Impact• Maximized opportunities and win rate from key accounts
• Accurate sales forecasts
• Sustained, predictable, and profitable revenue growth
© The TAS Group 20117
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan
© The TAS Group 20118
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan
© The TAS Group 20119
The TAS Group Sales Methodologies
• World-leading opportunity management, account management and channel management methodologies
• Favored by some of the world’s most admired selling organizations
• In use by more than 800,000 sales professionals and leaders around the world to find and grow revenue
• Constantly updated and improved both by our own methodology R&D center and customers’ feedback and insight
© The TAS Group 201110
Key Benefits of Sales Methodology
• Target Account Selling (TAS)• Structured, repeatable methodology
• Enables better sales decision-making
• More effectively• Moves the Buying Process
• Creates Competitive Advantage
• Improves• Sales process execution
• Pipeline quality
• Forecast accuracy
• Sales results
© The TAS Group 201111
- Early Qualification - Competitive Positioning & UBV - Risk Assessment & Alignment
- Competitive Strategies
- Political Analysis and Influence
- Relationship Strategies and Influencing the Influencers
- Executing Your Strategies and PRIME Activities
Testing
Implementation
Dealmaker Virtual Learning Modules
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Target Account Selling Workshops
© The TAS Group 201112
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Assess the Opportunity
Purpose• Provide you with a structured, repeatable
methodology for analyzing a sales opportunity
Benefits• Qualify opportunities faster and more effectively
by analyzing them from the most critical customer, business and competitive perspectives
• Invest time, energy and resources on the opportunities you are most likely to win
• Communicate the key issues more effectively using a common language
Output• Comprehensive assessment of your current
sales opportunity
© The TAS Group 201113
TAS Opportunity Management
TAS 1-20 Opportunity Assessment
4 Key Questions Is there an opportunity? Can we compete? Can we win? Is it worth winning?
Discover: Compelling Event (to buy now) Access to Funds Political Alignment Solution Fit Unique Business Value
TAS Assessment
© The TAS Group 201114
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Set the Competitive Strategy
Purpose• Review the elements of your opportunity that
influence strategy selection, including goals, objectives and competitive situation
Benefits• Align your sales objectives with the customer's
business objectives so you can communicate your Unique Business Value
• Select a competitive sales strategy that enables you to close the sales opportunity
Output• Analysis of your position for this opportunity
• Competitive strategy to win your sales opportunity
© The TAS Group 201115
TAS Opportunity Management
Dealmaker coaches on best competitive strategy Frontal Flanking Fragment Defend Develop
Increase win rate by anticipating competitors’ strategies
Competitive Strategy
© The TAS Group 201116
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Identify the Key Players
Purpose• Provide you with a framework for analyzing the
customer’s organization
• Identify the key characteristics of influence that differentiate those in the Inner Circle from those in the Political Structure
Benefits• Shorten your sales cycle by spending time with the
right people discussing the right issues
• Understand the customer’s politics so that you avoid surprises in the sales campaign
• Broaden your view of the customer’s organization so that you can expand your presence
Output• Organization map of the customer’s formal and
informal organization
© The TAS Group 201117
TAS Opportunity Management
Capture full opportunity picture Differentiate between hierarchy
and power Easily uncover all buying roles Develop relationship strategy for
each player in opportunity Get actionable coaching on how
to manage buyers Navigate power structure
effectively to increase win rate
Political Map
© The TAS Group 201118
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Define the Decision Criteria & Relationship Strategy
Purpose• Construct relationship strategies to align with the
most powerful people in the customer organization
Benefits• Shorten your sales cycle by spending time with
the right people discussing the right issues
• Enhance the quality of key relationships sothat you can win the sales opportunity
Output• Relationship strategies for key people in the
customer organization who can influence the buying decision
© The TAS Group 201119
TAS Opportunity Management
Uncover formal buying criteria Uncover personal criteria of Get buying criteria rankings for
buyers and company Increase win rate by assessing
position against key criteria
Decision Criteria
© The TAS Group 201120
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Turn Ideas Into Actions
Purpose• Identify the specific activities you will need to
implement to win this opportunity
• Identify the resources required to supporteach activity
Benefits• Shorten your sales cycle by identifying the
activities required to advance your sales campaign
• Align the resources required and the responsibility associated with the implementation of each specific activity
Output• Consolidated set of activities that focus on
winning the sales opportunity
© The TAS Group 201121
TAS Opportunity Management
Assign responsibilities and actions for effective execution
Ensure all activities are focused on progressing the opportunity
Minimize duplication of effort Win more quickly by moving the
buying process forward
PRIME Actions
© The TAS Group 201122
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Test and Improve the Plan
Purpose Review, test and improve the plan
Benefits Determine where your plan will go wrong Ensure that your plan is realistic and
achievable Leverage your cumulative sales experience
Outputs Walk away with a better plan for closing these
opportunities and Reduce the time & effort it takes to do it!
© The TAS Group 201123
The Test and Improve Process
Presenter
Reviewers
1. Present the Plan1. Present the Plan
2. Listen and Ask Questions
2. Listen and Ask Questions
3. Consider Plan Vulnerabilities
3. Consider Plan Vulnerabilities
4. Understand Vulnerabilities
4. Understand Vulnerabilities
6. Present Recommendations
6. Present Recommendations
5. Improve Plan5. Improve Plan
Understand the Plan(30 minutes)
Test the Plan(10 minutes)
Improve the Plan(20 minutes)
• Present key elements of your plan
• Let the presenter finish before asking questions
• Keep questions open-ended and concise
• Don’t challenge yet
• Think, don’t defend• Record and internalize
vulnerabilities
• Consider Customer, Competition, Organization Partner perspectives
• Focus on vulnerabilities, not mistakes
• Don’t offer solutions yet
• Propose solutions for each vulnerability
• Capture additional recommendations
• Modify Plan and schedule follow-up as needed
• Validate proposed solutions
• Offer additional solutions the sales team has missed
© The TAS Group 201124
Assess the Opportunity
Set the Competitive Strategy
Identify the Key Players
Define the Relationship Strategy
Turn IdeasInto Actions
Test and Improvethe Plan
Implement the Process
Target Account Selling Process
1
2
3
4
5
6
7
Implement the Process
Purpose Sustain the Value
Benefits Communicate expectations:
Ex: Opportunities = TAS Plan Ex: Opportunity Reviews = Frequency
Ensure that your plan is understood, realistic and achievable
Create strategic competitive advantage
Outputs Clear understanding of Prospect Organization Improved sales performance
© The TAS Group 201125
Field Implementation
1. Review your TAS Opportunity Plan online with your Manager
2. Immediately apply the Initial Plan to all opportunities:• Due to close in less than 30 days• Above a certain revenue value• On the forecast• Deemed “critical” or “strategic”
3. Complete and test a TAS Opportunity Plan before:• Headquarters office visits• Senior management meeting with customers• Demonstrations/Presentations• Benchmarks/Prototypes• Formal proposals• Forecasting any significant sales opportunity• Implementing significant sales campaigns
4. Use the ongoing learning resources available:• Virtual Learning• Sales 2.0 Network• Coach Me
© The TAS Group 201126
TAS Opportunity Management Summary
• Manage and win more opportunities by addressing critical questions
• Qualify early out of the wrong deals
• Increase the value of the deals you’re working on
• Increase your percentage close rate
• Decrease the length of the sales cycle
=
© The TAS Group 201127
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201128
Key Benefits of Sales Methodology
• Enterprise Selling Process (ESP); Portfolio Management Process (PMP)
• Structured, repeatable methodology
• Maximize account penetration
• More effectively• Inform and expand teamwork
• Defend/insulate against competition
• Target/create new business
• Improves• Revenue and profit growth
• Customer satisfaction and retention
• Internal alignment and velocity
© The TAS Group 201129
Account Management Methodology at a Glance
• Profile and analyze customers’ business structure and organization
• Segment for business/service units or accounts, identifying targets where high mutual value exists - focus and prioritize
• Create new opportunities by mapping your solutions to customer’s business based on understanding Business Drivers, Initiatives and CSFs
• Select account strategy by analyzing current status, competitive position, future opportunity, and maximizing the use of relationships, partners and marketing
• Create revenue objectives, business development plan and then execute
© The TAS Group 201130
Methodology - Profile
• Framework for understanding your customer
• Effectively analyze your customer and their industry
• Know what is valuable to your customer
• Discover the areas of mutual value
© The TAS Group 201131
Plan framework done quickly
Integrates with CRM Account data
Define your own solutions Easily add team
members for real-time visibility and collaboration
Easy to create and maintain plans
Account Plan Set-up
Account Management
© The TAS Group 201132
Account Management
Set up political maps for Accounts, Business and Service Units
Pull details from CRM system, saves time
Differentiate between hierarchy and power
Uncover all buying roles
Organization Structure
© The TAS Group 201133
Methodology - Segment
• Model for segmenting your account• Qualify the importance of business
and service units• Build list of units on which to build
your account plan• Look at the account from a marketing
perspective and in the eyes of your customer
© The TAS Group 201134
Methodology - Create
• Understand your role in the customer’s organization
• Improve your relationships through understanding their business
• Identify potential opportunities within selected units
• Prioritize opportunities against your customer’s business initiatives and CSFs
© The TAS Group 201135
Account Management
Share structured ‘customer alignment’ research
Customer’s business drivers, initiatives and critical success factors
Identify new potential opportunities
Align opportunities to customer initiatives
Business Strategy Map
© The TAS Group 201136
Account Management
Record all opportunities Explore how to sell all
solutions to all divisions Identify ‘White Space’ Segment business units Record relationship levels View complete account as
your marketplace
Opportunity Map
© The TAS Group 201137
Methodology - Select
Framework for deciding mutual value of all opportunities
Determine the revenue potential in each unit
Devise clear strategy for each unit Plan the allocation of resources to
each unit
© The TAS Group 201138
Account Management
Prioritize all opportunities for optimal targeting
Find areas of mutual high value
Customizable value criteria and scoring / ranking
Value Map Analysis
© The TAS Group 201139
Methodology - Execute
• Establish the goal for your account• Develop revenue, business
development and cross-account objectives
• Implement specific actions to achieve objectives
• Tailor your approach to the decision orientation and culture of each customer
© The TAS Group 201140
Account Management
Objectives, Strategies, Actions Develop objectives,
strategies and actions to enable effective execution
Align OSAs to plan or specific BU/SU
Automatically assign ownership for effective execution
OSAs – Getting it Done
© The TAS Group 201141
Account Management
See your total addressable market in one view
Uncover the gaps and target additional revenues
Gauge the future health of all your accounts
Forecast by Global Accounts or Verticals
Share automatically with your teams and regions
MarketView – See It All
© The TAS Group 201142
Working the Account Plan
Drive new opportunities through OM system
Build account plan and then work the deals
Seamless AM to OM integration
Expand account revenue
OM + AM Eco-System
© The TAS Group 201143
Account Management
• Maximize the opportunities from your key accounts
• Effectively manage and support customers – lock out competition
• Strengthen internal alignment
• Increase net new opportunities
• Increase overall account revenues
=
© The TAS Group 201144
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201145
Coach Me
Coach Me
Intelligent, automated deal coaching
Guidance for each specific deal Allows the sales person to self-
coach Allows the sales coach to focus
on the high value-add areas
© The TAS Group 201146
Coach Me Summary
• Intelligent, specific deal coaching
• Boosts revenue performance by making coaching easier
• Helps sales people to prepare for deal reviews and self-coach
• Helps sales coaches focus on where they can really add value
• Helps sales people sell smarter and coaches coach smarter
© The TAS Group 201147
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201148
Sales Process Automation
Qualifier Assessment
Multiple sales processes supported
Mapped to customers’ buying process(es)
Standardized sales stages across organization
Action-oriented, common sales language across sales force
Automated next steps to follow
© The TAS Group 2011
Sales Process vs. Sales Methodology
Sales Process• Where am I in this
opportunity?
• Accelerate the customer’s buying process
• Enterprise-wide activities
• Prescriptive
• Linear (one way)
• Stages (exits)
Sales Methodology• How am I doing in this
opportunity?
• Accelerate the company’s sales process
• Team and individual activities
• Deductive
• Iterative
• Continuous
© The TAS Group 2011
Sales Process and Sales Methodology Together
• Sales Process layered into TAS methodology
• Repeated application of learnt best practice
• Cements the change of sales behavior
• Methodology and process, integrated with CRM system:• Sales quota improves 88%
• Sales proposal close rate improves 155%
Source: TAS Group Global Sales Effectiveness Benchmark Study, 2007-2009
Results from over 2,000 companies, 90% of which are not TAS Group customers
© The TAS Group 201151
Sales Process Automation Summary
• Increase win rate and quota achievement with a defined sales process
• Efficiently use your sales resources with a defined process
• Unlock your customer’s buying process to win earlier
• Focus on the right opportunities with effective qualification
• Control the sale by aligning sales and buying processes
© The TAS Group 201152
Dealmaker® TAS Opp and Acc Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201153
Pulse
Pulse
Follow instant deal, salesperson and account updates
Control what you publish and who follows you
Receive updates from your social networking communities
Catch up via the pulse stream and configurable email digest
Make good decisions based on total and instant knowledge
© The TAS Group 201154
Pulse Summary
• Intelligent social networking for sales, with instant objective deal alerts, and configurable digests via email
• Solves the problem of instant sales information flow
• Sales people get immediate messages and advice
• Account teams get instant account updates
• Sales managers stay up-to-the-minute on major deals
• Accelerate revenues with objective, reliable information
© The TAS Group 201155
Dealmaker TAS Opp and Acct Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201156
Accurate Sales Forecast
Forecast Analysis
Forecast accuracy you can bet your business on
Forecast by role or across accounts/vertical industries
System-audited data for accurate leading indicators
Objective close date and probability calculation
See and act on problems areas before it’s too late
Automated next steps to follow
© The TAS Group 201157
Accurate Sales Forecast Summary
• Objective in-depth analysis of actual sales performance and insight into where to focus
• Accelerate sales through early coaching
• Removal of subjectivity which can naturally permeate sales people’s assessment
• Increased certainty and planning through accurate and confident reporting to the business
© The TAS Group 201158
Dealmaker TAS Opp and Acct Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 201159
Performance Coach
* TAS Index Study - See Appendix
Pipeline Snapshot
Predict gaps in future revenue from pipeline shortfalls
Target stage values calculated from objective customer data
Drill-down into individual deals for quick and effective action
© The TAS Group 201160
Performance Coach
Healthcheck
Determine true pipeline value Uncover active/inactive deals Generate remediation actions Take better informed marketing
decisions
© The TAS Group 201161
Performance Coach
What’s Changed
See where the pipeline has changed during the period
Pinpoint where deals are lost, gone back or been discounted
Drill-down into individual deals for quick and effective action
© The TAS Group 201162
Performance Coach
Velocity
Analyze sales velocity Compare individuals and teams
for better coaching Shorten sales cycle
© The TAS Group 201163
Performance Coach
Activity
Analyze activity in Dealmaker Monitor key non-revenue
behavior Fix ‘change execution’ issues
© The TAS Group 201164
Performance Coach Summary
Accelerate pipeline revenue Complete visibility of pipeline and deal data Continuous advance insight into what’s working
and what needs to be changed Course correct before it’s too late Act quickly and effectively based on metrics insight
© The TAS Group 201165
Dealmaker TAS Opp and Acct Mgmt Suite
TAS Opportunity ManagementQualify Opportunity; Competitive Strategy; Political MapRelationship Strategy; Decision Criteria; PRIME Actions
Sales Process AutomationStep-by-step sales best practices sales process, tailored for your business, mapped to your customers’ buying process.
Sales ForecastingAccurate forecasts you can bet your business on. Calculated close dates and close probability removes subjectivity. Full roll-up.
Performance CoachPipeline Snapshot; What’s Changed; Pipeline Healthcheck;
Sales Velocity; Deep insight for analysis and early coaching.
Virtual LearningLearning and certification on-demand. Sales best practice content.Always on, just-in-time, on-the-job learning.
Coach Me – Real-time, deal-specific coaching
Pulse – Intelligent social networking with instant objective deal alerts
TAS Account ManagementProfile the Account; Segment the Account; Create PotentialOpportunities; Select Strategy; Execute the Plan.
© The TAS Group 2011
Virtual Learning
Blended Learning Path• Virtual Learning
• Virtual Workshops
• Classroom workshops
• Learning – Application – Reinforcement
View sales learning as a process, not an event• Requires organizational commitment at all levels
• Executive sponsorship
• Management reinforcement
• On-demand tools to help the sales person in their daily selling
© The TAS Group 201167
Virtual Learning
On-the-Job Methodology Learning Refresh your understanding with what
you need - when you need it
© The TAS Group 201168
Virtual Learning
Sales 2.0 Environment Customizable Content Engine Rich Sales Best Practice Content
© The TAS Group 201169
Virtual Learning
Learn key concepts in advance Methodology certification and
management reporting engine Review progress as you learn,
know what you know, and get coached on what you don’t know
© The TAS Group 201170
Virtual Learning
Certification reporting for managers
Managerial view of sales person certification compliance
Know who to celebrate, and who to chase up prior to workshops
© The TAS Group 201171
Virtual Learning
Apply acquired knowledge with expert remote coaching
Start working real opportunities in Dealmaker immediately
© The TAS Group 201172
Virtual Learning Summary
• Immediate impact through bite-size concept learning for dramatically improved absorption
• Sustained sales performance through on-the-job learning and reinforcement of best practices
• Highly cost effective through remote learning and coaching for reduced travel time and expenses
• Accelerated sales success through customizable curricula and integration with your content and LMS
• Drives ROI by making sales performance an ongoing process rather than a one-off event
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