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Webinar | Front Line Sales Managers: High Value, High Risk
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Webinar | Front Line Sales Managers: High Value, High Risk

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Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps. …

Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps.

Our EVP of Solutions, Wendy Reed, is joined by special guest Pascal Yammine, Vice President, Go To Market Scale at salesforce.com and James Williams, Regional Vice President at Shaw Industries.

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  • 1. Front Line Sales Managers: High Value, High Risk
  • 2. FEATURING © The TAS Group 2014 Pascal Yammine Vice President, Go To Market Scale salesforce.com James Williams Regional Vice President Shaw Industries Wendy Reed Executive Vice President Solutions The TAS Group Jim Crisera President The TAS Group
  • 3. JAMES WILLIAMS Regional Vice President Shaw Industries © The TAS Group 2014
  • 4. PASCAL YAMMINE Vice President, Go To Market Scale salesforce.com © The TAS Group 2014
  • 5. WENDY REED Executive Vice President Solutions The TAS Group © The TAS Group 2014
  • 6. Jim Crisera President The TAS Group © The TAS Group 2014
  • 7. © The TAS Group 2014
  • 8. FRONT LINE SALES MANAGERS IN THE SALES EFFECTIVENESS SPACE © The TAS Group 2014
  • 9. FIND THE BALANCE © The TAS Group 2014
  • 10. MOST TIME SPENT… Team Calls Customer Calls Sales Coaching Report to HQ © The TAS Group 2014 Territory Plans Account Plans Read Reports CRM Compliance Hiring 1:1 Forecast Deal Reviews 1:1 Pipeline Learning Travel Compensation
  • 11. THE FRONT LINE © The TAS Group 2014
  • 12. HIGH YIELD ACTIVITY © The TAS Group 2014 Team Calls Customer Calls Sales Coaching Report to HQ Territory Plans Account Plans Read Reports CRM Compliance Hiring 1:1 Forecast Deal Reviews 1:1 Pipeline Learning Travel Compensation
  • 13. GAPS THAT ARE COSTING SELLING ORGANIZATIONS © The TAS Group 2014
  • 14. FRONT LINE MANAGERS PERSPECTIVES © The TAS Group 2014
  • 15. SOLUTIONS FOR CLOSING GAPS © The TAS Group 2014
  • 16. ENABLING FRONT LINE SALES MANAGERS © The TAS Group 2014
  • 17. © The TAS Group 2014 Forecast Impact BALANCE FORECAST/PIPELINE Planning to Execution Manage & Coach Pipeline TIME
  • 18. SALES COACHING © The TAS Group 2014 Collaborative Adopt Buyer s Perspective Look for Evidence Be Objective & Curious Regular Cadence Consistent Framework Elicit Critical Thinking Don t Take Over Praise Good Insight Document Actions
  • 19. YOUR CADENCE Month @ Start of Quarter ….   Week 1   Week 2   Week 3   Week 4   Acct Dev. Strategy   Performanc 1:1 Sales e Team Call   Performance   HQ Reporting   Deal Review   Pipeline 1:1   Call Prep and Debrief   HQ Reporting   Pipeline   Deal Review   Forecast 1:1   Call Prep and Debrief   HQ Reporting   Forecast   Deal Review   Pipeline 1:1   HQ Reporting   Pipeline   Month @ End of Quarter ….   Week 9   Week 10   Week 11   Week 12   © The TAS Group 2014 Clean Pipeline Marketing Update   Learning Huddles   Customer Health Dashboard   Learning Huddles   Clean Pipeline Marketing Update   Learning Huddles   Customer Health Dashboard   Learning Huddles   Acct Dev. Strategy   Performanc 1:1 Sales e Team Call   Performance   HQ Reporting Forecast Deal Review   Forecast 1:1   Call Prep and Debrief   HQ Reporting Forecast Deal Review   Forecast 1:1   HQ Reporting Forecast Deal Review   Daily Results Call   HQ Reporting Forecast
  • 20. © The TAS Group 2014
  • 21. Front Line Sales Managers: High Value, High Risk