Dealmaker TAS Opportunity Management. Management Edition Coaching Guide. Test and Improve

Transcription

1 Dealmaker TAS Opportunity Management Management Edition Coaching Guide Test and Improve

2 The Test and Improve Process Understand the Plan (20 minutes) Test the Plan (15 minutes) Improve the Plan (15 minutes) Presenter 1. Present the Plan 4. Understand 5. Improve Plan Present key elements of your plan; Qualifier Assessment, TAS Assessment, Strategy, Political Analysis etc. Record and internalize vulnerabilities Propose solutions for each vulnerability Capture additional recommendations Modify Plan and schedule follow-up as needed Reviewers 2. Listen and Ask 3. Consider Plan 6. Present Let the presenter finish before asking questions Keep questions openended and concise Consider Customer, Competition, Organization Partner perspectives Focus on vulnerabilities, not mistakes Prepare Validate proposed solutions Offer additional solutions the sales team has missed

3 TAS Opportunity Plan Presentation Guideline # Topic Source (Dealmaker) 1 Customer Business & Specific Project Overview 2 Opportunity Summary & Compelling Event Time (mins) otes General Information 4'' 1 minute summary: "who is the customer Opportunity details TAS Assessment 1-5 Compelling Event text box 3 Current position in Sales Process Sales Process 2'' Qualifying actions where you need help Key milestones achieved ext key milestone 4 Project Qualification (leading to Best ext Actions) 4'' TAS Assessment '' Focus on :- Is it Worth Winning (summary of 16-20) Unique Business Value (10) Inside Support & Politically Alignment (11 & 15) Competitive position (strengths / weaknesses) 5 Strategy to WI Competitive Strategy 4'' Refer verbally to our position vis-a-vis the buying criteria 6 Key Relationships Political Analysis Decision Criteria 7'' Point of entry Lines of Influence Where do we need to spend our time 7 Showstoppers Decision Criteria Do we need to fix anything that would lock us out Can we position criteria to lock out competition 8 Call to Action PRIME Actions Where do you need help 9 Clarifying Question From Review Panel

4 Testing the Plan Sales Issues Do you have an activity to address each negative or unknown on the Opportunity Assessment (1-20)? -making process? Customer Does your plan create value for the customer? Have you tested your plan with your mentor or supporters? Strategy Does your plan leverage your strengths and support your strategy? our Company Dynamic Modeling Have you identified and secured the necessary resources to support the sale? Have you tested your plan with your manager, peers, business partners, and support staff? Have you mentally rehearsed the plan? Are the actions in logical sequence? What could go wrong? (It will.) Have you scheduled a date to test your plan again?

5 Customer Business & Project

6 Current Position in Sales Process Qualifiers Have you recorded business and personal agendas for key individuals or identified

7 Project Qualification Have they accurately assessed each of the 20 criteria: From their perspective Were there any areas of contradiction amongst the 20 criteria: From their perspective Did they outline any activities they would take to retrieve missing information?

8 Strategy to WI Was their competitive strategy consistent with their position in the sales campaign? Did the information on the competitors appear to be realistic? Were at least two competitors named and was the information complete? Was the strategy described for each of the competitors consistent with the other information listed? Was it clear how this value differentiated them from their competitors? Are individuals aligned with competition identified as enemies or non-supporters

9 Key Relationships Have they included all people who will affect or be affected by the buying decision? Have they accurately assessed: Buying roles? Adaptability to change? Status? Coverage? Political Structure? Inner Circle? Lines of Influence?

10 Show Stoppers Did they clearly describe the key issues that affect the buying decision? Were they able to rank-order the key issues for each key player? Were at least three key issues and three key players identified? Were the key issues focused on business rather than technical considerations? Did they develop an activity to address the decision criteria implications?

11 P R I M E Call to Action Did they develop actions to: P rove their value R etrieve missing information I nsulate against competition M inimize their weaknesses E mphasize their strengths Was each activity consistent with their strategy? Did each activity contain the following components: What needs to be accomplished? When should it happen? Who will execute the activity? What resources are required? Did the activities appear to be sequenced properly?

12 Thank you!