Opportunity Management:
© The TAS Group 2014
Roger White EMEA Sales Operations Mgr.
Tim Foster AVP Sales EMEA
Maureen Blandford EVP Marketing.
© The TAS Group 2014
Agenda • Why Opportunity Management Fails • How to get the Data you need • The most critical Question • Manager Effectiveness
© The TAS Group 2014
Why Opportunity Management Fails?
© The TAS Group 2014
© The TAS Group 2014
Gap# 1- The Process Gap
Buyer Decision Stages
Sales Process Stages
Impact Analysis Evaluate Accept Implement Awareness
of Need Operations & Planning
Solution Collaboration Commit Implement Qualify & Discover Business
Development
Customer is here
You are here
© The TAS Group 2014
Gap #2 – The Coaching Gap
TIME
Buyer Sophistication
Effectiveness Of Sales Rep
SOPH
ISTI
CAT
ION
Manager Coaching: Close the Gap
© The TAS Group 2014
Strategy Execution
Actions Follow Up
Key Players�
Objections
Evidence
Business Case
Gap #3 – The Strategy vs Execution Gap
© The TAS Group 2014
How to Get the Data You Need?
© The TAS Group 2014
Opportunity Management Framework Assess the Opportunity
Test and Improve the Plan
Turn Ideas Into Action
Develop the Relationship Strategy
Define the Competitive Strategy
1
2
3
4
5
© The TAS Group 2014
The Most Critical Question?
© The TAS Group 2014
“ “ You can only sell a solution after you
find the problem.
Manager Effectiveness
© The TAS Group 2014
© The TAS Group 2014
Why Was it Worth It? • Increased performance in teams – top teams outperform
other teams by some 40% • Improved performance in New Hires over previous years • Improved Retention in New Hires • Better reporting capability • Leading a culture change from individual to collective • Better focus on core sales skills development • Creating an environment of peer to peer learning
© The TAS Group 2014
Where to Start? Sales Execution
Sales Management Customer Insight
Organizational Impact
1. Poor qualification 2. Extended /slipped sales cycles 3. Late stage deal surprises 4. Price pressure / High discounts 5. Poor team collaboration
1. Poor pipeline visibility 2. Inaccurate sales forecasts 3. No common sales language 4. Resources applied to wrong deals 5. Long ramp-up time for new hires
1. Manager involved late in the deal 2. Quarter-end fire drills 3. Managing not coaching 4. High rep turnover 5. Low % reps achieving quota
1. Buying process not understood 2. Customer challenge unknown 3. Buyer controls the sale 4. Limited Key player access 5. No customer verifiers
Thank You!
