Metrics, Results & Behavior Change

TCS and our clients have focused heavily on adoption, retention, and execution of our processes order to make our methodologies "stick." Our experience has resulted in a seven step process that ensures that the methodology becomes part of your DNA rather a than training event:

1. An organizational assessment of sales best practices importance and execution to guide priorities.
2. Management alignment, customization, buy-in, and development of the Best Practice Sales Cycles templates.
3. Installation of software support tools into your CRM – RADAR^®, MAP^®, and Sales Prophet^®
4. Deployment of training through live account workshops.
5. Metrics for classroom acceptance, retention, and software tool adoption
6. Training for managers on the coaching process and the implementation of a consistent calendar joint coaching sessions.
7. Deploy metrics for utilization of software tools, strategy sessions, and the TCS pipeline quality and forecasting process -- Sales Prophet^®.

The design of this methodology for deployment is to drive learning and behavior change through four stages - curiosity, awareness, skill, and finally consistent, sustainable execution to make winning an organizational habit.

Sales Prophet - Coaching R.A.D.A.R.

Effective strategy coaching can have an impact of 15-20% in forecast closings based on research from CSO Insights. TCS has built an effective and efficient process that helps sales managers improve the strategies and action items of deals while they're still winnable. Based on the top 12 most important questions (each with 4-5 drill-down questions) from our clients, this process will improve your action plans to win, increase your win rate, and improve forecast accuracy.

Workshop Retention Testing

When salespeople know that they will be measured after a training event, it greatly increases their focus and retention of the concepts. This is an e-Learning assessment that continues the teaching after the class is over and provides feedback on areas that need follow up training.

R.A.D.A.R.® Utilization

Since our software tools are now hosted, we can measure who is using the process and who isn’t. You can then reinforce the discipline and consistency of execution that will provide sustainable results. Knowing that their efforts are visible results in greater adoption.

Sales-Specific Performance Assessments

A performance review for sales people should be based on how they should sell. TCS has built a 65 competency Performance Management System based on complex sales that can be shortened and tailored to your standards to grow the rep in 10 basic areas of sales performance – Sales Competencies, Commitment, Courage, Coachability, Cognitive Ability, Chemistry, Communication, Character, Competitiveness and Confidence.

Organizational Assessments

TCS has designed a snapshot assessment of your sales organization based on 65 Best Practices of Great Sales Forces from Rick Page’s book “Make Winning a Habit.” The survey is from your own sales people and managers and measures both the Importance and Execution of each sales best practice. The result defines the areas of importance that need action to improve sales effectiveness.

Coaching Deal Results Tracking

TCS can actually track and measure the impact of our training, deal coaching and tools on the deals we worked together with the client. This metric not only provides the return on the investment but identifies from the win-loss analysis which areas of performance need more training.

Effective Presentation Feedback Process

Bad presentations could be wrecking sales efforts and yet this area is usually not measured by management. We measure with each prospect stakeholder how we did and what could be done better.

Hiring Assessments

The cost of a bad hire is usually one to two times annual quota. TCS can provide a robust hiring assessment process through our business partner that will help you identify the traits and behaviors that are needed for success in your sales process.

Training Experience Satisfaction

A good training class won’t insure success alone but a bad one will stop it. We make sure that attendees feel that their time was well invested, that the instructor was prepared and credible, and the content will help them in their jobs.

Win/Loss Analysis

Areas of strength and weakness can be measured from ongoing analysis performed by an outside third party that measures actual outcomes and the reasons for winning and losing.