Dealmaker index
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The TAS Group's Dealmaker Index
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Dealmaker index
- 1. Dealmaker Index The Global Sales Effectiveness Benchmark
- 2. About the Dealmaker Index Dealmaker Index is a global free service for sales professionals and their companies to assess their sales effectiveness, gain advice on how to improve, and compare their performance with their peers. © The TAS Group 2011
- 3. The Value of Benchmarking for Sales
- 4. The Value of Sales Benchmarking Current State Assessment Back to main © The TAS Group 2009
- 5. The Value of Sales Benchmarking Foundation for Change Back to main © The TAS Group 2009
- 6. The Value of Sales Benchmarking Continuous Improvement Back to main © The TAS Group 2009
- 7. The Value of Sales Benchmarking Shared Understanding & Prescription for Change Back to main © The TAS Group 2009
- 15. How you can use Dealmaker Index 1. Get your own score and advice © The TAS Group 2011
- 16. How you can use Dealmaker Index 1. Get your own score and advice 2. Compete with your peers or uncover different competencies in your company © The TAS Group 2011
- 17. How you can use Dealmaker Index 1. Get your own score and advice 2. Compete with your peers or uncover different competencies in your company 3. Assess your company and get advice on how the company could improve © The TAS Group 2011
- 18. How you can use Dealmaker Index 1. Get your own score and advice 2. Compete with your peers or uncover different competencies in your company 3. Assess your company and get advice on how the company could improve 4. Learn the different internal perspectives on how the company performs © The TAS Group 2011
- 19. How you can use Dealmaker Index 1. Get your own score and advice 2. Compete with your peers or uncover different competencies in your company 3. Assess your company and get advice on how the company could improve 4. Learn the different internal perspectives on how the company performs 5. Use during the hiring process © The TAS Group 2011
- 20. Free Resources • Score yourself, Get advice, See how you compare: www.dealmakerindex.com • Create a sales process: www.dealmakergenius.com • Blog: www.dealmaker365.com • Twitter: @dealmaker365 @thetasgroup • Website: www.thetasgroup.com © The TAS Group 2011
Hinweis der Redaktion
- Nearly every professional sales manager or sales executive that I’ve ever spoken to bemoans the fact that it is really hard to quantitatively assess the likelihood of success of a new sales hire. Equally, they are frequently exercised with determining, on some relative scale, whether their sales team is as good as it could be or better or worse than other sales teams in competitive organizations.When I speak about this topic to professional sales trainers or consultants the response is the same. There are no easily accessible standards, benchmarks or measures that can be used as a reference point.One of the fundamental problems of course that creates this shaky foundation is that there are few recognized professional qualifications for sales people or sales management or standards with which the sales profession must comply. Most professions have accredited qualifications and standards. Lawyers can’t practice without sitting their bar exams and then they must follows the rules set out by the ABA. An accountant may qualify as a CPA and then rigorously adopt the principles of GAAP. Doctors toil their way through medical school and are subsequently governed by the AMA.But for the sales professional or sales organization there are no quantifiable measures by which they can be judged, or measured by their peers. Quota achievement, though important, does not cut it as a yardstick of an individual’s professionalism, or as a solid predictor of future execution. Relative, rather than absolute performance of a company’s sales team is a more secure indicator of company success. Current available metrics are a little bit all over the place. I’m trying to change that.For standards to emerge in any ecosystem, there must be some cooperation between numerous parties, an agreed metric by which professionalism can be measured. With one or more entities acting as the Initiator, who create an easily accessible engagement mechanism, possibilities emerge. That was the vision behind the creation of the Dealmaker Index – an automated sales benchmarking and advice service that is free to all – and I’m grateful for the support of my fellow travelers on this journey.We are in search of a starting point, a place where the conversation can begin, and the sales profession can engage to begin to develop a recognizable standard, that for both individuals and companies can, in a self-regulating manner, establish a benchmark for the-best-of-the best.
- The first benefit is a current-state assessment of the function that goes beyond the typical lagging indicators or win-rate, quota achievement, deal size, or market penetration. These lagging indicators are a consequence of the efficacy of leading behaviors in the sales team, how effectively the sales team interacts with the entire company, and the depth of its interaction with the marketplace, including its customers, partners and competitors. But those leading indicators are rarely measured.
- Having achieved a comprehensive assessment of the current–state, a company can develop a foundation for transformative programs. It is enabled to more easily identify and prioritize opportunities for improvement.
- The third reason to invest in benchmarking is as a basis for continuous improvement. By definition this is on-going and only practical when the system that underpins the benchmarking process allows for evolution of ‘the current state’, and also permits iterative measures of progress.
- Perhaps one of the most impactful benefits of the benchmarking process is that everyone involved gains a shared understanding of the current state; and vision of the journey upon the enterprise must embark, but diagnosis without prescription is sub-optimal, and while the preceding benefits I’ve outlined above have inherent worth, without effective prescription, the patient remains ill. However, when a benchmarking process can dig into an informed knowledge source, and apply that knowledge in the context of the company’s current state, true value transfers to the organization and quantifiable value emerges.
- If you are interested, I’ve called this out in my blog at www.dealmaker265.com, but At a high level, the four steps in the benchmarking process are:- Data Collection- Quantitative and qualitative assessment- Absolute and relative performance analysis- Comprehensive prescriptive advice
- But now let’s talk about the Dealmaker Index. It is available for free for you to use at www.dealmakerindex.comFirst I’d like to thank my partners and sponsors on this journey, and you can see their logos here on the bottom of the screen. Each of these are genuinely interested in improving the cause of the professional sales person, and if you’re not familiar with their solutions you can learn more about them by clicking on the link on the Dealmaker Index homepage.To begin using the DMI you can just register, and you can always come back later to review or change your results, or to study the advice that Dealmaker Index provides.
- The DMI takes on average 11 minutes to complete, and as you will see here, It is laid out in a pretty easy to use fashion, where you are presented with a number of questions, and you are guided through the assessment.
- When you have completed the questions, you’re provided with a Dealmaker Index score for yourself and your company.Talk about the high-level company DMI, the percentile analysis, and the sub-indices, referencing the SVE
- In addition to the score, you also get advice in 3 different reports, a company summary, detailed analysis and advice for the company, and a personal Dealmaker Index advice report. Combined, these run to about 7000 words, so it is pretty in-depth.Here you see we are looking at an extract from the Detailed analysis.
- And here is a sample of the Personal Report
- You need to be aware that the Dealmaker Index is not a shrinking violet, and it calls you out if there is some tough love needed. Here you can see that DMI is challenging this user and is not pulling any punches.