Front line sales managers play a high-value but high-risk role. They must balance activities like sales coaching, customer calls, reporting and planning. However, gaps exist where managers spend too much time on low-yield tasks instead of sales coaching. Solutions involve setting a regular cadence of high-yield activities like account planning and deal reviews. This helps managers better balance forecasting, pipeline management and coaching their teams.

1. Front Line Sales Managers:
High Value, High Risk

2. 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

3. JAMES
WILLIAMS
Regional Vice President
Shaw Industries
© The TAS Group 2014

4. PASCAL
YAMMINE
Vice President, Go To Market Scale
salesforce.com
© The TAS Group 2014

5. WENDY
REED
Executive Vice President Solutions
The TAS Group
© The TAS Group 2014

6. Jim
Crisera
President
The TAS Group
© The TAS Group 2014

7. © The TAS Group 2014

8. FRONT LINE
SALES MANAGERS
IN THE SALES
EFFECTIVENESS
SPACE
© The TAS Group 2014

9. FIND THE BALANCE
© The TAS Group 2014

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

11. THE FRONT LINE
© The TAS Group 2014

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

13. GAPS THAT
ARE COSTING
SELLING
ORGANIZATIONS
© The TAS Group 2014

14. FRONT LINE
MANAGERS
PERSPECTIVES
© The TAS Group 2014

15. SOLUTIONS
FOR
CLOSING GAPS
© The TAS Group 2014

16. ENABLING FRONT
LINE SALES
MANAGERS
© The TAS Group 2014

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

20. © The TAS Group 2014

21. Front Line Sales Managers:
High Value, High Risk