Front Line Sales Managers: High Value, High Risk

© The TAS Group 2014

James Williams Regional Vice President Shaw Industries

Pascal Yammine Vice President, Go To Market Scale salesforce.com

FEAT

URIN

G

Jim Crisera President The TAS Group

Wendy Reed Executive Vice President Solutions The TAS Group

© The TAS Group 2014

Regional Vice President Shaw Industries

JAMES WILLIAMS

© The TAS Group 2014

Vice President, Go To Market Scale salesforce.com

PASCAL YAMMINE

© The TAS Group 2014

Executive Vice President Solutions The TAS Group

WENDY REED

© The TAS Group 2014

President The TAS Group

Jim Crisera

© The TAS Group 2014

© The TAS Group 2014

FRONT LINE SALES MANAGERS IN THE SALES EFFECTIVENESS SPACE

© The TAS Group 2014

FIND

THE

BAL

ANCE

© The TAS Group 2014

MOST

TIM

E SP

ENT…

Deal Reviews Territory Plans

Customer Calls

Team Calls Account Plans

Sales Coaching

1:1 Forecast

CRM Compliance

Read Reports 1:1 Pipeline

Hiring

Travel

Compensation

Learning

Report to HQ

© The TAS Group 2014

THE

FRON

T LI

NE

© The TAS Group 2014

HIGH

YIE

LD A

CTIV

ITY

Deal Reviews Territory Plans

Customer Calls

Team Calls Account Plans

Sales Coaching

1:1 Forecast

CRM Compliance

Read Reports 1:1 Pipeline

Hiring

Travel

Compensation

Learning

Report to HQ

© The TAS Group 2014

GAPS THAT ARE COSTING SELLING ORGANIZATIONS

© The TAS Group 2014

FRONT LINE MANAGERS PERSPECTIVES

© The TAS Group 2014

SOLUTIONS FOR CLOSING GAPS

© The TAS Group 2014

ENABLING FRONT LINE SALES MANAGERS

© The TAS Group 2014

TIME

Planning to Execution

Impa

ct

Forecast

Pipeline

Manage &

Coach

BALA

NCE

FORE

CAST

/PIP

ELIN

E

© The TAS Group 2014

SALE

S CO

ACHI

NG

Adopt Buyer’s Perspective

Collaborative Regular Cadence

Consistent Framework

Elicit Critical Thinking

Praise Good Insight

Be Objective & Curious

Look for Evidence

Document Actions

Don’t Take Over

© The TAS Group 2014

Month @ Start of Quarter ….  Week 1  

Clean Pipeline Marketing Update  

Acct Dev. Strategy  

Performance Team Call  

1:1 Sales Performance   HQ Reporting  

Week 2  

Learning Huddles   Deal Review   Pipeline 1:1   Call Prep and

Debrief  HQ Reporting  Pipeline  

Week 3  

Customer Health Dashboard  

Deal Review   Forecast 1:1   Call Prep and Debrief  

HQ Reporting  Forecast  

Week 4  

Learning Huddles   Deal Review   Pipeline 1:1   HQ Reporting  

Pipeline  

Month @ End of Quarter ….  Week 9  

Clean Pipeline Marketing Update  

Acct Dev. Strategy  

Performance Team Call  

1:1 Sales Performance  

HQ Reporting Forecast

Week 10  

Learning Huddles   Deal Review   Forecast 1:1   Call Prep and

Debrief  HQ Reporting Forecast

Week 11  

Customer Health Dashboard  

Deal Review   Forecast 1:1   HQ Reporting Forecast

Week 12  

Learning Huddles   Deal Review   Daily

Results Call  HQ Reporting Forecast

YOUR

CAD

ENCE

© The TAS Group 2014

Front Line Sales Managers: High Value, High Risk