Complimentary Detailed Custom Sales Performance Success Roadmap for Individuals and Companies
SEATTLE – November 1, 2011 –The TAS Group—the world leader in intelligent sales performance automation, today announced the Dealmaker Index – the world’s first global measure of sales effectiveness for companies and individual sales professionals.
Based on an analysis of 92 sales performance factors, mapped against proven successful approaches, the Dealmaker Index measures the effectiveness of sales organizations and sales individuals across areas such as deal close rates, sales cycle management, value creation and sales opportunity development. It analyzes their activities, behaviors and attitudes and their strategic alignment with their companies and the resulting sales velocity they can achieve. It then produces a detailed custom sales performance success roadmap for both individuals and companies.
The Dealmaker Index is available to companies free of charge at http://www.dealmakerindex.com.
“At InsideView we’ve long held that view that you should apply automated intelligence to accelerate sales;” said Heidi Tucker, Vice President of Business Development and Alliances. “The Dealmaker Index is a stellar example of this, and is an excellent way for sales professionals to understand how they can improve.”
Absolute Performance Scores and Peer Comparison: Every participant in the Dealmaker Index study receives a Dealmaker Index score for their company, and a Personal Dealmaker Index as well as a ranking relative to their peers.
Actionable Data: At www.DealmakerIndex.com, participants receive;
- The Executive Summary Report identifies 5 key action areas for immediate improvement, as well as an overview of the company’s Dealmaker Index.
- The Company Detailed Analysis and Recommendations Report, provides guidance to the company on Strategic Alignment, Sales Process Analysis, Sales Velocity, Sales Coaching, Social Media, Customer Retention, Competitive Differentiation, Sales Methodology, CRM and Revenue Performance Management. This comprehensive report, tailored for the individual company typical exceeds 3000 words of in-depth advice.
- The Personal Dealmaker Index Report looks at the performance of the individual sales professional, analyzing his or her capability, how he or she approaches a sales engagement, his or her personal sales perspectives and the efficacy of his or her use of sales systems and infrastructure.
“It has always been difficult for sales organizations, sales leadership, sales professionals and company executives to understand whether their sales performance is really good or not,” said Donal Daly, CEO of The TAS Group. “They can only measure actual sales results, sales per head, revenue per customer or other such lagging indicators—and then if it’s not working— it’s too late. With the Dealmaker Index, we are trying to help them get ahead of that.”
The Dealmaker Index has correlated activities, behaviors and attitudes to actual sales performance. It makes it possible to measure leading — not lagging — indicators, assess future performance and identify what weaknesses to fix before the damage happens.
“ES Research Group sees The TAS Group as the leader in the growing discipline we refer to as technology-enabled selling. As a sales process automation tool, Dealmaker is unmatched,” said Dave Stein, CEO of ES Research. “The new Dealmaker Index enables every salesperson and company to determine where they stand in relation to other companies. As a diagnostic tool it’s fast, it’s easy, and it will highlight critical strengths and weaknesses, giving users an objective perspective on their capabilities.”
“The Dealmaker Index represents yet another piece of breakthrough thinking from the TAS Group,” said Bob Apollo, CEO of Inflexion-Point Strategy Partners. “It addresses a real and urgent need within the sales community: how can I learn from the best practices of others and identify where my most effective opportunities for performance improvement lie at both an individual and an organizational level?”
Daly added, “We believe there is real value to be delivered to sales professionals around the world by enabling them to measure their sales effectiveness – in absolute terms for themselves and also relative to their peers – when benchmarked against the rest of the world. That’s why we are making this available at no cost. Dealmaker Index enables sales organizations and individual sales professionals to identify their strengths and weaknesses and develop an appropriate improvement plan.”
How the Dealmaker Index Works
The Dealmaker Index for an individual company is the measure of that company’s sales effectiveness, which translates to revenue generated for a fixed or variable cost. Whether a company is in growth mode, or in cost reduction mode, this fact always remains constant. The Dealmaker Index derives this measure using the Sales Velocity Equation™ which, for a particular company, business unit or sales individual, incorporates the number of deals or qualified sales opportunities that are being worked; the value of each sales opportunity; the percentage of those deals that are closed; and the length of the sales cycle. To get more details on the Dealmaker Index or to participate in the ongoing study and obtain results for themselves at no cost, interested parties should visit http://www.dealmakerindex.com where you can get your own Dealmaker Index for free.
About Dealmaker
Dealmaker intelligent software helps you sell smarter and manage better. Real-time automated deal coaching, sales process, deep methodology, and smart reasoning, deliver predictable improved sales results. It can be delivered as a separate application or can be integrated with salesforce.com, Microsoft Dynamics CRM, Oracle CRM On Demand, Oracle’s Siebel CRM and SAP CRM, or with any third party software application through the Dealmaker API.
About The TAS Group
We help our customers to sell smarter and manage better. According to the Aberdeen Group, customers of The TAS Group realize 21% greater quota attainment—we think that this is pretty good! Our unique value is the result of combining two disciplines; (1) intelligent software applications, and (2) deep sales methodologies. Innovation is at the core of our efforts and the Dealmaker® intelligent software application is the engine driving revenue growth for our customers. In concert with our customers, and augmented by the vision of our leadership, our Customer Success Charter ensures that we deliver superior and sustained customer value. We have helped more than 850,000 sales professionals in more than 65 countries; from small private companies to market leaders like Xerox, Kodak and Alcatel Lucent.
Delivering sustained customer value is our passion. Our approach is different—and not for everyone. We believe traditional approaches to sales training are fundamentally flawed and, on their own; do not deliver sustained customer value.
If you have a B2B sale – where the sales person really makes a significant difference – then we can help. If you want to positively impact your business and measure your progress and return on your investment, then we can help. If you don’t inspect and measure what you do, we are not sure how you know if you’re doing the right things—so we are very focused on both improvement and measurement. So far, according to the independent research (21% greater quota attainment), our approach is working— and we would like the opportunity to make that happen for your company.
One last point to consider—We are the only company in our market with our own methodology and technology R&D center. Our R&D center is in Dublin, Ireland where we invest millions of dollars annually in continuous customer-focused innovation (and a few radical ideas). The company’s HQ is in Seattle, and we have a large presence in Atlanta, as well as satellite offices around North America. Internationally, our major offices are in Reading, England and Dublin, Ireland, though we have a presence in most major economies around the world
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For further information, please contact:
Suzanne Rabauer: srabauer@thetasgroup.com
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