Webinar | Front Line Sales Managers: High Value, High Risk

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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.

Business

Front Line Sales Managers:
High Value, High Risk

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

JAMES
WILLIAMS
Regional Vice President
Shaw Industries

© The TAS Group 2014

PASCAL
YAMMINE
Vice President, Go To Market Scale
salesforce.com

© The TAS Group 2014

WENDY
REED
Executive Vice President Solutions
The TAS Group

© The TAS Group 2014

Jim
Crisera
President
The TAS Group

© The TAS Group 2014

FRONT LINE
SALES MANAGERS
IN THE SALES
EFFECTIVENESS
SPACE

© The TAS Group 2014

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

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

GAPS THAT
ARE COSTING
SELLING
ORGANIZATIONS

© The TAS Group 2014

FRONT LINE
MANAGERS
PERSPECTIVES

© The TAS Group 2014

SOLUTIONS
FOR
CLOSING GAPS

© The TAS Group 2014

ENABLING FRONT
LINE SALES
MANAGERS

© The TAS Group 2014

© The TAS Group 2014

Forecast
Impact

BALANCE FORECAST/PIPELINE

Planning to Execution

Manage
&
Coach

Pipeline

TIME

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

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

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Webinar | Front Line Sales Managers: High Value, High Risk

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Webinar | Front Line Sales Managers: High Value, High Risk

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