Create and Win (CW)

The TAS Group's Create and Win program combines the opportunity management and account management best practices incorporated into Target Account Selling™ and Enterprise Selling Process, respectively. Create and Win provides a comprehensive sales effectiveness solution designed to meet the two most critical goals of any sales organization—creating and winning opportunities.

Using this methodology, sales organizations will experience:

Improved bid-to-win ratios
Shorter sales cycles
More opportunities in the pipeline
Improved forecast accuracy
Greater revenue per employee

Workshop

Create and Win consists of two types of learning experiences designed to maximize user adoption of the new process. The Create and Win approach includes:

Phase one, which includes self-paced eLearning and information gathering
Phase two, which is a three-day instructor-led workshop in which participants apply Create & Win principles to their own business

Sales Tools

Create and Win leverages several support tools, including:

An Opportunity Map that helps segment an account by summarizing where and what a sales team sells, as well as the status of the team's relationship with key executives, business partners, and account marketing activities
An Opportunity Plan that captures the essential information on an opportunity
An Opportunity Assessment that enables the sales professional to evaluate opportunities effectively
A Value Test that helps evaluate how an organization's products or services are differentiated from its competitors

Reinforcements

Several follow-up workshops support the adoption and use of the Create & Win methodology:

Field Opportunity Reviews rigorously review three to five of a customer's Opportunity Plans for must-win deals
Field Account Reviews are led by a TAS Group certified Consultant and the customer's sales manager and include the review, improvement, and update of Opportunity Plans
Methodology Support Workshops help managers better manage salespeople in fully leveraging the Create & Win methodology

Implementation

Based on sales and marketing methodology implementations at hundreds of organizations around the world, OnTarget has developed a consistent and highly effective change management architecture for implementing large-scale change in sales and marketing organizations.

More information on Create and Win you can find on this Create and Win datasheet. You need adobe acrobat to read this document.

If you want some more information on De Zwarte Consultancy's training offerings, don't hesitate to email me at info@DeZwarte.com.

Target Account Selling | Selling to Senior Executives
Enterprise Selling Process | Portfolio Management Process | Territory Management Process
Create and Win | Create and Win for Inside Sales
Channels and Alliances Management Process | Partner Portfolio Management
Managing Sales Productivity | iNsight Selling