Opportunity Management in Salesforce

#opportunitymanagement

Win More Deals and Grow Deal Sizes

Before We Begin

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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

Opportunity Management in Salesforce

Matt CloseEVP Sales

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

Sales Velocity Improves Sales Performance

SALESVELOCITY

V DEALS VALUE WIN RATE

SALES CYCLE

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

What % A: 20%B: 40%C: 60%D: 80%

Source: Dealmaker Index

What % A: 25%B: 50%C: 75%

Source: Dealmaker Index

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

When to Sell

When to Add Value

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.

Q AQuestions & Answers

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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