Prior to our briefing last week by The TAS Group executives in advance of today’s announcement, we were somewhat skeptical. We thought claims they made in their YouTube videos were more than a bit outrageous, like this one from their press release: “Dealmaker Genius uses over 20,000 core knowledge elements and more than one million possible combinations to help companies create the ideal sales process for a given product, service, and industry, in less than 15 minutes – for free.“ C’mon, now guys…
I asked tough questions during the briefing, but I got answers that made sense. Every one of them.
They suggested that I log onto the new Dealmaker Genius customized opportunity management process application. A few days later I did.
Here’s how it works: Based upon the industry you’re selling into, how your customers buy, and certain characteristics regarding your sales approach, products and services, the application poses a series of questions about what it takes to successfully manage a sales opportunity. It proposes a very comprehensive list of qualification criteria, allowing you to accept, change, or delete. You can add criteria as well. When your list is complete, it then cycles back and asks for the importance, or weighting factor, for each criterion.
The end result is a documented sales process, replete with metrics—for example, how much potential business must be in each stage for a rep to achieve their targets.
The results of this process documentation exercise can be incorporated into The TAS Group’s Dealmaker sales performance automation application. But here’s the thing… The output from the 15-minute exercise can be used as a stand-alone tool as well, or as the foundation for customizing their existing CRM application.
Powerful.
Here’s my quote from the press release: “For the experienced sales leader, this is better than sliced bread. Rather than spending time and money on tips and tricks with little sustained impact, being able to create a customized sales process for their own business can set them on the path to lasting, measurable sales performance improvement.”
This is another big step by The TAS Group in providing sales professionals with appropriate technology that will enable them to be more effective and efficient.
I’d be hard-pressed to accept any excuses from process-averse sales leaders as to why they wouldn’t avail themselves of this tool and the benefits that it will bring.
Photo: © Albert Lozano-Nieto – Fotolia.com
