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Webinar | Opportunity Management - Mind the Reality Gap
The document discusses the challenges of opportunity management in sales, highlighting gaps in processes, coaching, and strategy execution. It emphasizes the importance of gathering data, understanding buyer needs, and improving manager effectiveness to enhance sales team performance. Key issues identified include poor qualifications, inaccurate forecasts, and a lack of effective collaboration.
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Webinar | Opportunity Management - Mind the Reality Gap
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- 2. © The TASGroup 2014 Roger White EMEA Sales Operations Mgr. Tim Foster AVP Sales EMEA Maureen Blandford EVP Marketing.
- 3. Agenda • WhyOpportunity Management Fails • How to get the Data you need • The most critical Question • Manager Effectiveness © The TAS Group 2014
- 4. Why Opportunity ManagementFails? © The TAS Group 2014
- 5. © The TASGroup 2014
- 6. Gap# 1- TheProcess Gap Impact Analysis Awareness Evaluate Accept Implement of Need Qualify & Discover Collaboration Commit Implement Business Development © The TAS Group 2014 Buyer Decision Stages Sales Process Stages Operations & Planning Solution Customer is here You are here
- 7. Gap #2 –The Coaching Gap © The TAS Group 2014 TIME Buyer Sophistication Effectiveness Of Sales Rep SOPHISTICATION Manager Coaching: Close the Gap
- 8. Gap #3 –The Strategy vs Execution Gap © The TAS Group 2014 Strategy Objections Execution Evidence Key Players Actions Follow Up Business Case
- 9. How to Getthe Data You Need? © The TAS Group 2014
- 10. Opportunity Management Framework Assess the Opportunity © The TAS Group 2014 Test and Improve the Plan Turn Ideas Into Action Develop the Relationship Strategy Define the Competitive Strategy 1 2 3 4 5
- 11. The Most CriticalQuestion? © The TAS Group 2014
- 12. © The TASGroup 2014 “ “ You can only sell a solution after you find the problem.
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- 14. © The TASGroup 2014
- 15. Why Was itWorth 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
- 16. Where to Start? Sales Execution Sales Management Customer Insight © The TAS Group 2014 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
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