Chapter 26: The TAS Group
TAS automates the sales process by integrating selling methodology, coaching, training and deal forecasting through its Dealmaker suite. Native on Salesforce.com, the software embeds real-time visibility of opportunity and pipeline health and progress in day-to-day seller activity and reinforces key selling behaviors.
TAS features a number of client videos on its website, most of which are large, global technology companies such as HP, British Telecom, Akamai, Unisys, Level3 and Honeywell. According to research done by the Aberdeen Group, TAS clients outperform their peers on measures of both Rep and Team quota attainment. If you are considering TAS or any other sales performance improvement partner, ask for case studies that align with your challenges and your industry. The more relevant the case study, the more confident you can be in your partner’s ability to deliver the results you expect.
In 2014, TAS was named to Trainingindustry.com’s list of “Top 20 Sales Training Companies”—the fifth time in the past six years. They were also named by Gartner as a “Cool Vendor” in CRM Sales, 2013. TAS earned this distinction as one of the first technology firms to automate the sale process by integrating selling methodology, coaching, training and deal forecasting
TAS has transitioned away from traditional sales training and towards sales enablement technology. That being said, the Dealmaker Suite enables many of the processes, methodologies and skills that you would expect from a traditional sales training company. They just go about it in a different way, which might be the best way for certain companies. Methodologies in Dealmaker include:
In addition to the Dealmaker suite, TAS offers many other services to ensure that its clients succeed in their implementation and get maximum value from their investment. These include:
Clearly TAS has taken a different path than other sales training companies. These tools such as Dealmaker can provide tremendous benefit to you and your team by bringing the learning or methodology to life, and driving the right behavior through guided selling in your CRM workflow. If you suspect that you will use technology in your solution, then inform your sales training partner as early as possible and ensure you have your internal bases covered. Integration into CRM systems has become much easier, but it still takes time and specialized resources that may not be available. Additionally, your IT people will probably have to conduct their own due diligence to ensure your selected technology meets their requirements and everyone knows how you will fund and support your technology-enabled tools.
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