sales webinar | opportunity management in salesforce
TRANSCRIPT
Before We Begin
1You will receive a link to a recording of today’s webinar. Watch for it in email.
2 The video will also be available at: thetasgroup.com in the Resources section.
3 Enter your questions in the Questions box or tweet to @thetasgroup.
4 Join the conversation on Twitter: #opportunitymanagement
MarketSegmentation
AccountPlanning
AccountManagement
Opportunity Management
Acco
unts
Territory
Named
Key
Go To Market System
Sales Automation is Driving Efficiency
Spreadsheets ContactManagers
salesforce.comSales Cloud
IntelligentSales
Coaching
Methodology Alone Is Not Always Effective
RelationshipSelling
ConsultativeSelling
StructuredSales
Methodology
ConnectedSalesperson
The Growing Gap Between Buyers & Sellers
TIME
BuyerSophistication
EffectivenessOf Sales Rep
SO
PH
ISTIC
ATIO
N
$8.7 Billion in Training Dollars are Wasted
TIME
IMP
RO
VEM
EN
T
NEW
SKIL
L
loss withinone monthwithoutreinforcement
87%
88%
+27%
56%Amount that sales productivity is improved by sales coaching - Sales Executive Council Increase ROI on
sales investment from sales coaching - Gallup
Customer loyalty improvement where
sales coaching is involved
- Gallup
Benefits of Sales Coaching
10 Elements of Great Opportunity Management
EmbeddedCoaching
Motivational Social and Collaborative
Integrated With CRM
Mobile &Cloud
SmartQualification
Map People and Influence
Discover Insights
Competitive Strategy
Action Oriented
# Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20 Assessment
Disqualify deals early. More time to work only on qualified deals
Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity
Political Map
You can only win if you know the Key Players, their profiles, and how they view you
If you have relationship with people who can make things happen – deals move more quickly
Decision Criteria
Sell to the customer’s priorities to maintain value (not price) focus
You can only win if you understand what is important to Key Players
Insight Map
Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus
Customer acts quickly if they fully understand their problem and see a vision of solution
Competitive Strategy
Flanking or Fragment give route to value that you wouldn’t have in Frontal
Maps your approach to UBV – compete on your terms – increase win rate
PRIME Actions
Retain focus on meaningful PRIME actions – reduce risk
Maintain momentum with your focused action plan
Linking it together…
# Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20 Assessment
Disqualify deals early. More time to work only on qualified deals
Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity
Political Map
You can only win if you know the Key Players, their profile, and how they view you
If you have relationship with people who can make things happen – deals move more quickly
Decision Criteria
Sell to the customer’s priorities to maintain value (not price) focus
You can only win if you understand what is important to Key Players
Insight Map
Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus
Customer acts quickly if they fully understand their problem and see a vision of solution.
Competitive Strategy
Flanking or Fragment give route to value that you wouldn’t have in Frontal
Maps your approach to UBV – compete on your terms – increase win rate
PRIME Actions
Retain focus on meaningful PRIME actions – reduce risk
Maintain momentum with your focused action plan
Linking SVE to Smart Opportunity Manager
# Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20 Assessment
Disqualify deals early. More time to work only on qualified deals.
Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity
Political Map
You can only win if you know the Key Players, their profile, and how they view you
If you have relationship with people who can make things happen – deals move more quickly
Decision Criteria
Sell to the customer’s priorities to maintain value (not price) focus
You can only win if you understand what is important to Key Players
Insight Map
Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus
Customer acts quickly if they fully understand their problem and see a vision of solution.
Competitive Strategy
Flanking or Fragment give route to value that you wouldn’t have in Frontal
Maps your approach to UBV – compete on your terms – increase win rate
PRIME Actions
Retain focus on meaningful PRIME actions – reduce risk
Maintain momentum with your focused action plan
Linking SVE to Smart Opportunity Manager
# Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20 Assessment
Disqualify deals early. More time to work only on qualified deals.
Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity
Political Map
You can only win if you know the Key Players, their profiles, and how they view you
If you have relationship with people who can make things happen – deals move more quickly
Decision Criteria
Sell to the customer’s priorities to maintain value (not price) focus
You can only win if you understand what is important to Key Players
Insight Map
Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus
Customer acts quickly if they fully understand their problem and see a vision of solution.
Competitive Strategy
Flanking or Fragment give route to value that you wouldn’t have in Frontal
Maps your approach to UBV – compete on your terms – increase win rate
PRIME Actions
Retain focus on meaningful PRIME actions – reduce risk
Maintain momentum with your focused action plan
Linking SVE to Smart Opportunity Manager
# Deals $ Value % Win Rate Sales-Cycle Days
TAS 1-20 Assessment
Disqualify deals early. More time to work only on qualified deals.
Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity
Political Map
You can only win if you know the Key Players, their profile, and how they view you
If you have relationship with people who can make things happen – deals move more quickly
Decision Criteria
Sell to the customer’s priorities to maintain value (not price) focus
You can only win if you understand what is important to Key Players
Insight Map
Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus
Customer acts quickly if they fully understand their problem and see a vision of solution
Competitive Strategy
Flanking or Fragment give route to value that you wouldn’t have in Frontal
Maps your approach to UBV – compete on your terms – increase win rate
PRIME Actions
Retain focus on meaningful PRIME actions – reduce risk
Maintain momentum with your focused action plan
Linking SVE to Smart Opportunity Manager
of reps can access key players
54%Only
of sales repsare good at
uncoveringcustomersproblems
61%
Are SalesPeople Doing
the Right Things?
more likelyto hit sales
targets with a competitive
strategy
30%Reps are
of reps aregood at opportunityqualification
59%Only
88%
+27%
56%Amount that Sales Productivity is Improved by Sales Coaching - Sales Executive Council
Increase ROI on Sales Investment from Sales Coaching - Gallup
Customer Loyalty Improvement Where
Sales Coaching is Involved
- Gallup
Benefits of Sales Coaching
LESS IMPORTANTMOST SUPPORTED
LESS IMPORTANTLEAST SUPPORTED
MOST IMPORTANTMOST SUPPORTED
MOST IMPORTANTLEAST SUPPORTED
Product Innovatio
n
Importance to Sales Force Success ‡
Su
pp
ort
Fro
m U
pp
er
Man
ag
em
en
t†
Lower Prices
Sales Management Training
Improved Sales Admin Support
Sales Comp Plan Change
Proper Sales Territory Coverage
Enabling Technology
Best Practice Sharing
Sales Coachin
g
Pre-Sales Support
Channel Developm
ent
Team Selling
Salesperson Training
Cross Selling
New Account Selling
Improved Lead
Generation
† Seven-point rating scale; 1 is “not important at all,” 7 is “very important.” Mean value is 4.83.
‡ Seven-point rating scale; 1 is “not supported at all,” 7 is “heavily supported.” Mean value is 4.02.
3σ2
3σ2-3σ2
-3σ2
Why Does Coaching Not Happen?
Why Do Managers Resist Coaching? 1. Managers don’t see the value
2. Not enough time to coach
3. Managers don’t know how to coach
4. Sales reps don’t ask for coaching
5. Other
Why Do Managers Resist Coaching? 1. Managers don’t see the value
2. Not enough time to coach
3. Managers don’t know how to coach
4. Sales reps don’t ask for coaching
5. Other
0%5%
10%15%20%25%30%35%40%45%50%
No ValueNo TimeNo KnowledgeNo RequestOther
PoliticalMap
Assessment DecisionCriteria
Insight Map CompetitiveStrategy
PRIMEActions
Coach Me
Is there an Opportunity?Early Qualification Compelling Event
Insight Map
Can We Compete?Competitive Positioning
Decision CriteriaUnique Business Value
Can We Win?
Politics & AlignmentCompetitive Strategy
Is It Worth Winning?
Risk Assessment
Test and Improve the Plan
Re-qualifyCoach Me
1 2 3 4 5
TAS METHODOLOGY
Methodology + Intelligent Apps = Success
Win more deals and grow deal sizes. Uncover compelling events, navigate the political power structure and focus on qualified deals with intelligent deal coaching.
Next Steps
1Share this webinar with your team
2Watch the Dealmaker Smart Opportunity Manager video: www.youtube.com/DealmakerMagic
3 Check out Dealmaker on the Salesforce AppExchange
4 Contact The TAS Group for more info and a deeper dive
May 21Developing Visual Political Maps in SalesforceJune 4Predict and Manage Sales Success with Smart Sales Analytics in Salesforce
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