Let’s Get Real.
In this series, we interview sales tool providers and get real about the problems they’re solving and why you should care (or not).
This week I interview Donal Daly , CEO of The TAS Group.
Nancy: I ask guests to answer the first question using what I call the “You know how…” format. Tell us, what does your solution do?
Donal: You know how Sales Managers are really busy coaching their teams to quota and managing both the business and the forecast up and down the chain? And you know that the impact on a company can be disastrous if sales managers fail. You have to then ask yourself, “why don’t Sales Managers have the tools that allow them to easily manage their business, without having to pore through reams of spreadsheets and dig through analytics?”
Wouldn’t it be better if they had the tools to manage risk, improve performance and increase revenue without all this unnecessary and time-consuming hard work?
The reality is, most sales managers struggle to find the data that’s needed to manage their business – and then they have to interpret the results to figure out what it means. It’s nearly an impossible feat to figure out how to maximize their teams’ results let alone have time to help their teams get it done. Sales forecast are usually inaccurate – 59% according to CSO Insights, and it’s hard to assess the true value of the sales pipeline.
Those are the problems we solve with Dealmaker Sales Performance Manager.
Nancy: That sounds like a problem worth solving. But let’s get real, sales and marketing organizations have a lot of challenges and they have to make choices about which to solve first. Why shouldn’t they continue with things the way they are if they’re getting by? What are the ramifications of not solving the problems you outlined?
Donal: Most sales managers are under severe pressure to:
- Make the Number
- Increase Rep Productivity
- Build / Coach the Sales Team
- Provide Accurate Sales Forecasts and Annual Revenue Guidance
But they can’t manage all of the above because it’s hard to find the sales performance KPIs that drive the business – stats like Number of Deals, Average Deal Size, Win Rate and Sales Cycle – so how do they know what to fix? There is no easy way to reduce risk or avoid surprises to make the sales forecast or to understand if there are enough real deals in the pipeline. They get caught out with deals that slip, or forecasts are missed. Or they were dependent on one big deal, or a weak pipeline, because some of the deals are actually stalled or inactive but they don’t know it.
Sales Performance Manager knows which data matters and what’s more, it does the interpretation and provides descriptive insights automatically. No more digging through the data or analytics reports. Sales managers can spend time working on the business, coaching their reps, instead of knee-deep in spreadsheets trying to figure out what’s going on.
Nancy: What types of questions should sales leaders ask to decide whether solving this problem should be a high priority?
- How can I identify the sales performance KPIs that matter to my business?
- How do I reduce risk and avoid surprises to improve my forecast accuracy?
- Is my pipeline a true reflection of the health of my business?
- What happened to my forecast from 90 days ago?
- How could insights from past performance inform my future strategy?
Nancy: This question is your choice. What do you want to answer that I didn’t ask?
Donal: The question I would want to answer is, “Data on its own has limited value. Does Dealmaker Sales Performance Manager offer the sales expertise needed to make the data insightful so that sales managers will know what actions to take?” Here’s how I’d answer it. Many of our customers have considered analytics as a solution to improving sales, but when they dig into it, they discover that data is great, but only when it’s actionable. Our solution gives sales managers the best sales performance advice and guidance along with the data, with its built-in sales management expertise. Managers can hit the number when they have real-time insights and visibility into the sales forecast, pipeline, and team performance.
Nancy: What should people do next?
Donal: If you want to get the best sales performance, advice and guidance every day with built-in sales management expertise, and you don’t want to lift a finger with data analytics, then have a look at a personalized demo here.