Target Account Selling (TAS) is a structured,
repeatable methodology that enables sales organizations to:
- Shorten selling cycles
- Establish clear, unique business value with customers
- Reduce selling costs through more efficient resource allocation
- Increase sales per employee
- Enhance account control and forecast accuracy
- Build successful sales organizations quickly by helping new
employees become more productive sooner
Sales Tools
TAS provides several support tools, including:
- A TAS Opportunity Plan that captures the essential information
on an opportunity
- An Opportunity Assessment that enables the sales professional
to evaluate opportunities effectively
Based on sales and marketing methodology implementations at hundreds
of organizations around the world, Sales Methodology Experts has
developed a consistent and highly effective change management architecture
for implementing large-scale change in sales and marketing organizations.
Change initiatives fail for many reasons:
- Employees do not view the need for change as urgent
- The change process is not managed effectively
- The change lacks executive sponsorship
- The change lacks the ongoing commitment of executives and managers
- The change is just one change too many for the organization
The result is that the desired change does not occur; time, energy
and money are wasted; employees become frustrated; and the business
impact is minimized.
Sales Methodology Experts' Implementation Architecture
In order to be successful in each sales effectiveness initiative,
SME utilizes the Implementation Architecture. SME uses 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, SME
has 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 SME 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.
Implementation Stages
Figure 1
- Business Analysis - Sales Methodology Experts the implementation
is mapped to the client's business needs
- Management Alignment - top to bottom managers are aligned behind
the change initiative to help maximize ROI
- Integration - all pieces of the implementation are aligned
and "plugged" together to ensure People, Process, and
Technology are fully aligned
- Deployment - the new approach is deployed to the sales organization
- Transfer of Ownership - the client's sales managers and executives
take ownership of the new methodology and tools
- Management Review - the performance of the initiative is measured
based on the metrics identified in the management alignment phase
of the implementation
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