When sales people are guarded about their forecasts, how does the under- or over-promising impact your forecast? Telling your managers to coach to close that gap is easy. Knowing what aspects of the deal to coach is extremely difficult. After all, they can't manage what they can't see. Join Travis Hill, Senior Partner at The TAS Group, to learn how effective sales managers are using sales playbooks to deliver consistently effective coaching that dramatically improves their teams' performance.

1. Grow Revenue by 33%
with Sales Playbooks
Travis Hill
Senior Partner
Twitter: @travhill22

2. Travis Hill
Senior Partner
Engage on Twitter
#salesplaybooks

3. Agenda
1
Customer Story
2
Sales Process Landscape
3
Transformation of Sales Tools
4
Technology + Coaching
5
Questions and Answers

4. Driving Accurate Forecasts
with Dealmaker
Ø Increased structure and visibility in sales process
Ø More honesty and accuracy in forecasts
Ø Insight into which opportunities needed input
“Life without Dealmaker would be lots of
spreadsheets and unanswered questions.”
- John Pickering, Head of Sales

5. Does your company
have a defined sales
process?

6. Is your sales process
being followed?

7. 40% NO
Defined Sales Process?
60% YES
% Companies with a defined Sales Process
High Performers*
Sales Process Drives
High Performers
60%
Good Performers
53%
Medium Performers
Poor Performers
30%
and
Predictable
Business
70%
40%
44%
50%
60%
70%
Sales Process Improves Forecast Accuracy 200%
No Sales
Process
Accurate
Defined
Process
Inaccurate
Accurate
0%
20%
40%
Inaccurate
60%
80%
100%
* High Performers are companies where more than 75% of sales team makes quota. All data on this slide © The TAS Group, Dealmaker Index Study 2013, n=750

8. Sales Process Symptoms…
High tur
nover
Expected W
in
Rates
Opportunity
Coaching
Quick new hire
ramp up time
Common Sa
les
Language
e is
Pipelin
clear
Inconsistent
Sales
Performance
Longer Sale
s
Cycles
Poor Coaching
Selli
Produ ng
ct
Solutio s vs
ns
te
Can’t Replica
HiPer traits
Pipeli
visibili ne
specu ty is
lative

9. Tools that help sell…
Spreadsheets
Contact
Managers
salesforce.com
Sales Cloud
Intelligent
Sales
Coaching

10. Built on a solid foundation
Repeatable Winning
Sales Process
Customized to the
Buying Cycle
Team Visibility For
Sales Manager
Integrates With
CRM System
Sales Tools In Context
At Each Stage
Informs Forecast
Visibility
Industry Sales
Process Templates
Motivational
& Visual
Many Simple &
Complex Processes
Process Benchmarks
and Insight
Social and
Collaborative
Mobile and
Cloud

11. 1
Repeatable
Winning
Sales
Process
2
Customized
to the Buying
Cycle
3
Sales Tools In
Context At
Each Stage

12. 4
5
Industry Sales
Process
Templates
Many
Simple &
Complex
Processes
(DealmakerGenius.com)
6
Process
Benchmarks
and Insight

13. 7
8
9
Team Visibility
For
Sales Manager
Native
With CRM
System
Informs
Forecast
Visibility

14. 10
Motivational
& Visual
11
Social and
Collaborative
12
Mobile and
Cloud

15. Our tools have evolved
because our sales people
and clients have evolved.
Relationship
Selling
Consultative
Selling
Structured
Sales
Methodology
Connected
Salesperson

16. Benefits of Sales Coaching
56%
88%
Amount that sales
productivity is
improved by
sales coaching
- Sales Executive Council
Customer loyalty
improvement where
sales coaching
is involved
- Gallup
+27%
Increase ROI on
sales investment
from sales coaching
- Gallup

17. ROI of Effective Coaching
110%
107%
105%
% of Quota
Attainment
100%
95%
90%
90%
92%
85%
80%
Low (< 2 hrs per Rep per Month)
Average (2 to 3 hrs per Rep per Month)
High (3+ hrs per Rep per Month)

18. Process
Smart Technology
DEALMAKER
Coaching

19. FREE 30 DAY TRIAL – Salesforce.com AppExchange

20. Questions & Answers
QA

21. www.thetasgroup.com
US 866.570.3836
UK +44(0)1189 880 151
International +353(0) 1 6788 900
info@thetasgroup.com
Twitter: @thetasgroup

22. Thank You

23. Grow Revenue by 33%
with Sales Playbooks
Travis Hill
Senior Partner
Twitter: @travhill22