Más contenido relacionado La actualidad más candente (20) Similar a Webinar | Front Line Sales Managers: High Value, High Risk (20) Webinar | Front Line Sales Managers: High Value, High Risk2. 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
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
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
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