SEATTLE, Nov 01, 2011 (BUSINESS WIRE) -- 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 DealmakerIndex 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(TM) 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
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(R) 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.
SOURCE: The TAS Group
