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
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:
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 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.
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 [currently being updated]
- 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
By Christian Bartsch