A Strategy for Growth
In today’s business environment companies must grow revenue, not just cut costs to
thrive. According to the 2007 TAS Index Global Sales Effectiveness Benchmark Study,
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the number one priority for global companies in 2007 is revenue growth and to
achieve that growth, companies must develop a growth strategy that leverages existing
assets and people. Any other strategy takes too long or costs too much.
The TAS Group helps companies achieve sustained, predictable, and profitable
revenue growth by accelerating their growth strategies - linking strategy to
execution; incorporating (1) Markets – through targeting and segmentation, (2)
Products – definition of products, services and solutions, (3) Channels –
determining the appropriate mix of direct sales, partners and alliances, and (4)
Systems – to leverage technology to accelerate execution. An executable growth
strategy consists of four components: Where, What, How, and How Fast?
The challenge in today’s environment to grow revenue, and not simply cut costs to
thrive is actually the largest concern that executive face, and the dominant issue at
most companies. Our solutions and services are engineered to be able to help.
The TAS Group provides:
• Proven Sales Methodologies,
• Repeatable Best Practice Sales Process,
• Intelligent Sales Effectiveness Software Platform, and
• Global Consulting and Delivery Services in 14 languages
The Result: Improved sales productivity and sustained, predictable sales growth.
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Copies of The 2007 TAS Index Global Sales Effectiveness Benchmark Study are available upon request.

The TAS Group Philosophy
The TAS Group has been helping companies around the globe accelerate their growth
strategies since 1989. Our success in guiding clients to positive results is driven from
employing a clearly defined set of philosophies, developed through real-world
experience and thought leadership.
Philosophy # 1 The Convergence of People, Process and Technology
In today’s corporate environment, companies that achieve the most rapid growth rates
integrate three critical elements: Process, People and Technology.
They install and implement world-class selling processes, including the Sales Process,
a Forecasting Process, Lead Management Process, Order to Invoice process,
Business Development Process, etc.
They support the execution of those processes with advanced tools, technology and
systems such as a Customer Relationship Management (CRM) platform and built in
reinforcement tools for best practices.
They invest in the people selling their products and services: direct salespeople,
partner managers, partners’ salespeople, sales managers, etc. They ensure that these
people are able and willing to execute effectively by implementing best practice
knowledge, skills and methodologies.
The TAS Group is uniquely qualified to help customers implement the convergence of
these critical core elements.

Philosophy # 2 Effective Selling is Value Based
Successful selling and the successful execution of a growth strategy are the result of
taking a value-based approach. All TAS Group solutions are focused on the creation of
mutual business value among the supplying company, channel partners, the customer
and the customer’s customers. This requires a change in behavior from promoting
product features to positioning, selling, and delivering business value. Manipulative
techniques and ploys are no longer very effective. A growth strategy is best executed
by delivering measurable business value over the long-term.
We increasingly find that competitive advantage is determined by business value
rather than product features or personal relationships. If every customer is different,
perhaps even unique, then value will be different for each customer. So companies
need selling organizations that can achieve competitive advantage one customer at a
time. Our solutions are focused on helping our clients achieve competitive advantage
based on business value in each opportunity, account or partner.
Philosophy # 3 Everyone has a role – Each Role is Different
Executing a growth strategy requires a variety of selling roles. These could include the
traditional salesperson selling to a geographic territory, the Global Account Manager
selling to the Fortune 500 or the Partner Manager driving revenue through resellers
and alliances.
Each of these roles needs a set of core processes, methodologies, skills, knowledge
and tools. And as these roles often interact in executing a growth strategy, they must
be integrated to facilitate channel interaction and minimize channel conflict. Every
solution developed by The TAS Group has been tuned to meet the needs of the best-
practice roles within our clients’ organizations. However, as growth strategies evolve,

so do these roles. Thus, we have often developed solutions for roles in advance of
their general utilization within the marketplace. A recent example is the emerging
“hybrid” territory manager who manages both customers and partners.
Philosophy # 4 Sales Managers Have a Pivotal Role
One of the greatest assets a sales company possesses is its sales managers. We
typically find that this asset is often under or wrongly utilized. Yet, sales managers
are the key to executing a growth strategy. To accelerate and not inhibit execution,
they must (1) Align with key sales initiatives, (2) Change their own behavior in
managing, supporting and coaching their teams, and (3) Lead the execution of
changes required at the customer or partner interface and continue the focus on it
internally.
The success of the individuals executing a growth strategy is directly impacted by the
environment in which they operate. Sales managers are the ultimate implementers of
that environment. They must facilitate change, enable new best practices, and
remove inhibitors to performance. And they must do this in a selling environment
often different from the one in which they sold.
Unfortunately, we find that the sales manager’s role is often unclear or inappropriately
defined. High value activities like coaching are performed too infrequently and
ineffectively. Too much time is spent on reactive “fire-drill” activities and ineffective
reporting systems rather than on creating a productive selling environment.
Our solutions improve the effectiveness of sales managers, and we have solutions
specifically designed to help companies best utilize these valuable assets.

The TAS Group Revenue Growth Solutions
Territory and Account Management Solutions
Our Territory and Account Management solutions (ESP, PMP etc.) maximize revenues
from territories and accounts. These help the sales force and their support team:
• Profile the territory/account
• Determine where to focus for growth
• Identify the best coverage strategy
• Plan high impact activities
Opportunity Management Solutions
An effective opportunity management system should help you:
• Increase your win rate and reduce the cycle time
• Win the right opportunities
• Leverage partners and resources
• Create competitive advantage
Target Account Selling® (TAS) is the world’s most widely used opportunity
management system. Now in its 9th revision, TAS helps salespeople win sales
opportunities in today’s challenging environment.
Create & Win® (C&W) is an easy-to-use sales effectiveness solution based on TAS for
creating and winning new business, and Select Selling provides an optimum
opportunity management solution for transactional business-to-business selling.

Channel and Partner Management Solutions
Our Channel and Alliance Partner Management solutions maximize sales through
resellers and with leveraged alliance partnerships. These solutions help you identify the
right partners, align and focus the partnerships, develop effective Go-To-Market plans
and secure field sales execution for revenue growth.
The solution suite of Channel and Alliance Partner management (CHAMP™),
Partner Portfolio Management (PPM™) and Territory Channel Partner
Management (T-CHAMP™) provide the processes, methodologies and tools
specifically designed to support the different roles required to strengthen the
partnerships and drive incremental revenue.
Individual Effectiveness Solutions
Providing your sales organization with world-class sales methodologies is ‘necessary
but not sufficient.’ We also provide skills solutions designed to directly augment our
methodologies, and to complement many of the leading foundational skills programs.
Selling to Senior Executives® (SSE) enables salespeople to initiate, build and
develop a trusted advisor relationship with targeted senior executives.
Value-Driven Selling® (VDS) provides your sales team with an approach and skills to
collaboratively create a value-based proposition.

Sales Process Consulting Services
The TAS Group also provides services that improve your core sales processes. We
help make those processes more effective and we make your people better at
executing them by integrating process, methodology, skills and technology.
Area of $$$
Leverage Sales Process Optimization maps sales processes to align to customers’ buying
processes, standardizes sales stages, identifies ‘coachable’ metrics and provides more
accurate sale forecasts and an effective pipeline management system.
Sales Management Solutions
Most sales managers were great at achieving individual results. But to be effective as a
manager today, they must leverage the Sales Growth Plan and Tactical Management
performance of their sales team and improve their performance as a manager.
Managing Sales Productivity® (MSP) improves the ability of the first and second level
sales manager to:
• Develop the business growth plan
• Manage and develop the sales team
• Establish an effective cadence for their business
MSP will augment the coaching and leadership skills courses typically taken by sales
managers.

The TAS Group Implementation Architecture
In order for our customers to be successful in each sales effectiveness initiative, we
have designed a 6-point Implementation Services Architecture. We use this six-step
change management program to ensure that the solution is completely aligned with a
client's existing sales processes and to gain executive support and management
alignment with the initiative.
Through hundreds of change initiatives and detailed research, we have learned that the
key to any successful sales effectiveness initiative is gaining executive support for the
program. Without executive support and reinforcement, sales and alliance
professionals fail to internalize the process and to fully-leverage the new tools. The
TAS Implementation Architecture is designed specifically to gain management support
throughout the entire change initiative to help ensure long-term success and to help
minimize risk.

The TAS Group Technology Solutions
We provide our clients with the most advanced technology infrastructure for sales
effectiveness with the Dealmaker software platform. Dealmaker, an intelligent software
application, integrates our sales methodologies with CRM systems for a customizable
enterprise-wide sales effectiveness solution to increase the ROI on your sales training
and CRM investments.
Using Dealmaker companies increase sales revenue through enhanced sales
productivity, gain increased CRM adoption, improve data quality, increase methodology
compliance, and can customize the sales methodology implementation to reflect their
industry and their company.
TAS On Demand® - Update your Target Account Selling® (TAS) plan online with just
a few mouse clicks, and share the plan with team members in Internet time. Continue
to learn TAS through interactive use, and leverage existing CRM data so you don’t
have to enter information twice.
Dealmaker for TAS® - Incorporates the TAS methodology right into the CRM system,
and because it is customizable, Dealmaker can fully reflect the specifics of your
Gartner Group - Strategic Planning Assumption: company and your industry. The progress of each sale is measured against the rules
Companies that rely on transactional CRM sales you set, so probability percentages are no longer subjective – they are calculated by
applications will begin to lose their competitive
Dealmaker, based on actions that have actually happened. Dealmaker provides
advantage … unless they extend their analytical
capabilities into optimization and predictive sales accurate, dynamic forecasting, because it knows the real progress made in the sale,
methodology modeling. and the usual sales cycle for your specific company.
Dealmaker is designed to support our Opportunity Management, Account Management
and Channel Management Solutions.

The TAS Group Technology Solutions Examples
◄ TAS ASSESSMENT
TAS helps you win more profitable deals by answering the 4 key
questions: Is there an opportunity? Can we compete? Can we
win? Is it worth winning? The TAS Opportunity Assessment
comprises a set of pivotal criteria designed to assess the status
of the sales opportunity.
PRIME ACTIONS ►
The software helps you build the sales action plan
and manage the activities through your CRM.

POLITICAL ANALYSIS ►
One of the main reasons why deals are lost is not being able
to navigate the power structure in an account. TAS helps you
by building a political map of the customer’s organization.
Here you can determine who is on your side, or who might be
an adversary supporting your competition. It helps you work
out the key decision maker, and his position – and also tells
you what strategy you should deploy to best explain your
value proposition to each buyer. Navigating the political map
effectively greatly increases your success rate.
COMPETITIVE STRATEGY ►
The software uses its intelligence
engine to help you pick the right
competitive strategy.

The TAS group of companies has staff in 15 countries worldwide, and a global ability to
serve client needs. Our global delivery capability means that we understand local
needs and can respond to client specific requirements in a customized manner that
leverages our knowledge of local nuance and culture.
Main Office Locations
Seattle, WA Atlanta, GA
805 Kirkland Avenue, Suite 100 1117 Perimeter Center West
Kirkland E-113
WA 98033 Atlanta, GA 30338
Phone: +1-866-570-3836 Phone: +1-678-367-0759
Dublin, Ireland Geneva, Switzerland
Harmony Court WTC II, 29 Rte de Pré-Bois
Harmony Row, CH 1215
Dublin 2 Geneva 15
Ireland Switzerland
Phone: +353-1-6316140 Phone: +41-22-7915195
www.thetasgroup.com