TBA
Product
Catalog
Culture
Change
Support
Custom
Services
Process
© 2008 TBA Resources, Inc. All Rights Reserved.
Knowledge
Skills
1
Culture
Change
 Behavioral Process
Profiling
3
 Alignment Survey &
Senior Team
 Strategy Orientation
4
5
 Harnessing Global
Potential
6
 Triangle Partnering
Program
7
 Leadership Team
Development
© 2008 TBA Resources, Inc. All Rights Reserved.
8
2
Behavioral Process Profiling
© 2008 TBA Resources, Inc. All Rights Reserved.
3
Survey & Senior Team Alignment
To gain organizational alignment & executive follow-through
1. Assessment and Debrief
2. Senior Team Alignment Retreat
3. Senior Team Planning Retreat & Follow-up meetings
Strategic
Alignment
& Sr. Mgt Surveys
(SAS & TAQ)
CEO
Debriefed on
Survey Results
Senior Team Planning Retreat
Values, Vision & Goals
Monthly
Planning
Session
Monthly
Planning
Session
Monthly
Planning
Session
Sr. Mgt Debriefed
on Alignment
Survey
Senior Team
Alignment Retreat
Monthly
Planning
Session
Monthly
Planning
Session
The Transforming Organizational Culture Process TM
Senior
Team
Alignment Process TM
© 2008 TBA Resources,
Inc. All Rights
Reserved.
1. Strategic Alignment
Survey (SAS) & Team
Alignment
Questionnaire (TAQ):
All employees
respond to the SAS
and all senior
managers to the TAQ.
Debrief results.
2. Senior Team
Alignment Retreat:
focused on getting all
team members on the
bus and committed to
being a highperforming team.
3. Senior Team
Planning Retreat with
5 Follow-Up meetings
to agree on Purpose,
Values, Vision and
Goals, and implement
a plan for creating a
Responsibility- Based
Culture..
4
Strategy Orientation
To engage and mobilize the target audience in executing
a strategy for competitive success and delivering change
through training
• Capacity
• Competition
• Market
Strategy
Present
State
–
As Is
–
Model
of
Excellence
–
•
•
•
•
Inventory
Assessment
Role
Remedies
© 2008 TBA Resources, Inc. All Rights Reserved.
•Products
•People
–
Local
Mobilization Plan
–
•Process
Resolve
Obstacles
&
Reassess
Future
State
–
To Be
•Structure
•Rewards
5
Harnessing Global Potential
• Defining Challenge
• Communication
• Global Business
• Influence without Authority
• Buyer – Supplier
• GAM Job Description
• Getting Started
• 360o Feedback
• Auditing Parameters
• Diagnostic
• Solution Focus
• Personal
Implementation
Planning
• Planned Improvement
© 2008 TBA Resources, Inc. All Rights Reserved.
6
Triangle Partnering Program
Product supply or channel partners need to share an
integrated Value Proposition with Client Generalists and
Specialists:
Vision
A compelling reason to
share and develop a
strategic vision of the
possibilities
Alignment
Strategic agreement
of specific goals,
objectives, and
expectations of results
with mutual trust
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Reserved.
Impact
Joint opportunities
to leverage core
capabilities through
a bundled exchange
of offerings
7
Leadership Team Development
Mid-level sales leaders need preparation for implementing
customer- centric culture change:
Five Modules presented over 12 to 18 months.
Leaders apply learning with Employees after each Module
1. Building Trust
Leadership
Behavior
creates culture
- Increase
Emotional
Competencies
with DiSC
Model
& 3600
Feedback
Application
Expectations
Profile
& Debrief
2. Coaching &
Counseling
Skills
3. Increasing
Engagement
& Commitment
4. Building a
High
Performing
Team
5. Shared
Leadership
Dialogue
increases
employee
responsibility
&
accountability
Aligning all
employees
with
Purpose &
Values
Identifying
Team Roles
& team
Coping Skills
Learn the
Z-Process
Bringing out
the Leader in
all employees,
getting shared
responsibility
for Business
Results
Application
Application
Application
Application
the DiSC
Profile
& Mentoring
Planner
All Employees
in dialogue
around
Purpose
& Values
© 2008
TBA
Resources, Inc.
All Rights Reserved.
The
Transforming
Organizational
Culture Process TM
Team
Dimensions
Profile and
Z-Process
Dimensions
of
Leadership
Profile
Leadership Development Process TM
Module 1: Focuses
on helping managers
understand their
impact on the work
environment & the
trust level developed.
Module 2: Coaching
& Counseling Skills
essential for leaders
to help employees
develop problemsolving & decisionmaking skills
Module 3: Ensures
each employee sees a
connection with the
organization’s
Purpose & Values
Module 4: Develops a
High Performing team
taking ownership of
their performance
Module 5: Forming a
partnership with the
team to increase
business results 8
Knowledge
 Industry Knowledge
Application
10
 Customer Analysis
Program
11
 Product Application
Roadmap
© 2008 TBA Resources, Inc. All Rights Reserved.
12
9
Industry Knowledge Application
Delivering understanding through distance learning – to
position solution value within the customer’s application:
Web-enabled
learning with
90%
certification
score
required
© 2008 TBA Resources, Inc. All Rights Reserved.
By everyone
with customer
contact
10
Customer Analysis Program
Business acumen– to sell financial value based on
analysis of the customer’s public documents:
Example: Aerospace*
 Secure Collaboration
Customer
Research
Metrics
 Revenue
 Advanced Configuration
 Profitability
 Deliverables Management
 Cost Reduction
 Product Change
 Asset Turnover
 Digital Prototyping
 Return on Capital
 Model-centric Definition
 Return on Sales
* For illustration. Separate tracks
are developed for each industry served.
© 2008 TBA Resources, Inc. All Rights Reserved.
11
Product Application Roadmap
Understanding customer issues – to clearly articulate
the value proposition to senior level decision makers:
Personalize Use of Product Roadmap
Project Vision – Value Proposition – Concept Presentation
Share Comprehensive Case Histories for
Senior Executives in their Industries
Discuss Metrics to Gauge ROI and
Validate Recommendations
Share Executives’ Views of Links between
Strategy & Leadership
Speak in Detail about Customer’s Budgeting
and Planning Operations
Model Executive Communication with Explicit Tactics
©
© 2008
2008 TBA
TBA Resources,
Resources, Inc.
Inc. All
All Rights
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Reserved.
12
Skills
 Creating Personal
Partnerships
14
 Consultative
Program Selling
15
 Advisory Relationship
Development
16
 Consultative
Negotiating Skills
17
 Group Selling Skills
18
© 2008 TBA Resources, Inc. All Rights Reserved.
13
Creating Personal Partnerships
Managing relationships – to practice executive bridging
and build collaboration and trust at all levels in all
functions:
Motivation
Style
Goals
Benefits
Influence
Strategic
Resource
Partner
Internal or External Customer
© 2008 TBA Resources, Inc. All Rights Reserved.
Issues
Themes
Differentiators
Value
Proposal
14
Consultative Program Selling
Applying technical knowledge – to optimize consultative
problem-solving among virtual team and client contacts:
Commit
to Action
Resolve Concerns
Create
Personal
Partnerships
Develop Holistic
Solution
Explore Customer Needs
Create
Personal
Partnerships
Establish Business Purpose
Pre-Call Plan
© 2008 TBA Resources, Inc. All Rights Reserved.
15
Advisory Relationship Development
The professional advisor or sales coach knows what it
takes to sustain improved results for the customer.
2
Define
Outcome
3
Explore
Past
Introduction & Re-contact
1
4
Customer
Define
Current
● Person ● Context
● Issues ● Expertise
● Solution
6
Commit
© 2008 TBA Resources, Inc. All Rights Reserved.
Summarize
Learning
5
6. Design
Measures
5. Develop
Plan
16
Consultative Negotiating Skills
Skills necessary for implementing negotiation strategy
based on value-added and standardizing Best Practices:
Commit
to Action
Manage Real
Conflict
Maximize
Cooperation
Resolve Apparent
Conflict / Optimize Solutions
Build on Common Interests
Maximize
Cooperation
Prepare for the Negotiation
Analyze the Parties
© 2008 TBA Resources, Inc. All Rights Reserved.
17
Group Selling Skills
Conducting conversational presentations with customers:
3. Content
2. Methods & Skills
1. Outcomes
Media
Deliver
y
Materials
© 2008 TBA Resources, Inc. All Rights Reserved.
18
18
Process
 Market Analysis &
Planning
20
 Strategic Account
Planning
21
 Account
Development
Program
22
 Smart Selling
Program
 RainMaker™ SFA
© 2008 TBA Resources, Inc. All Rights Reserved.
23
24
19
Market Analysis & Planning
Accurate prospect targeting – to build qualified prospect
databases and drive consistent opportunity management:
Analys
is
•
•
•
•
•
•
Rollup /
Approval
Prospect Data
Screening
Segmentation
Qualifying
Prioritizing
Loading
© 2008 TBA Resources, Inc. All Rights Reserved.
Plannin
g
• Needs
Evaluation
• Projecting
• Profitability
• Values
• Strategizing
• Ranking
Rollup /
Approval
Planning /
Implementation
20
Strategic Account Planning
6. Actions
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One
Entity
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Account Development Program
Improving account planning – developing global plan and
tactical actions, communication and events to drive
execution:
Continuous account
development
Provide
Service
Implement
Agreement
Find Out
Facts
Plan Sale
Phases &
Customer
Relationship
Gain
Decision
© 2008 TBA Resources, Inc. All Rights Reserved.
Sell
Concept
Structure
Agreement
CPS skills
used in each
phase with select
decision makers
22
Smart Selling Program
Team leadership – to delegate and mobilize multifunctional resources to identify, create and deliver value:
CONTINUOUS
GOAL SETTING –
MULTI-YEAR
STAGE 2 –
RELATIONSHIP
ASSESSING
DEVELOPMENT
THE MARKET
OPPORTUNITY
INTEGRATION
WITH
CUSTOMER
TEAM
RESOURCES
STAGE 3 –
SCOPING THE
INTEGRATED
SOLUTION
©
© 2008
2008 TBA
TBA Resources,
Resources, Inc.
Inc. All
All Rights
Rights Reserved.
Reserved.
STAGE 1 –
PROFILING
THE ALLIANCE
PARTNERSHIP
INTEGRATION
OF SUPPLIER
TEAM
RESOURCES
STAGE 4 –
PRESENTING
THE ALLIANCE
PARTNERSHIP
CONTINUOUS
OPPORTUNITY
MAPPING &
STRATEGY
DEPLOYMENT
23
Salesforce Automation (RainMaker™)
Information management – to add necessary functionality,
standardize Best Practices and gain transparency and
accountability:
Number
of Strategic
Account
Managers
• Strategy Goals
• Customer Alignment Parameters
• Milestones & Actions
• Buyer Views
• Team Notes
• Analytics
• Event Planning
• Forecast & Rollup
• Variance Analysis
Winning Model Attainment & $ Results
© 2008 TBA Resources, Inc. All Rights Reserved.
Top 10%
High
Performers
24
24
Support
 Customer Loyalty
Metric
26
 Due Diligence &
Consulting
27
 360° Feedback
28
 Maximizing Sales
Performance
29
 Maximizing Team
Performance
30
 Learning Support
for Rollout
© 2008 TBA Resources, Inc. All Rights Reserved.
31
25
Customer Loyalty Metric
“Exclusive, trusted Advisors get more referrals and
much higher retention.” – Tom
Leading Indicators:
• Client Loyalty
• Team Effectiveness
• Perceived Value Delivered
• Client Retention
• Share of Future
Wallet
• 100% Client
Share
• More ‘at bats’
VS
Lagging Indicators:
• Fees per Client
• AUM per Sale
• Revenue per Team
© 2008 TBA Resources, Inc. All Rights Reserved.
26
Due Diligence & Consulting
Defining success, identifying integration obstacles and
recommending field-based integrated solutions:
Plan and Implement Change Process
Mutual
Due
Diligence
Build
Base-line
Model
Identify
Areas of
Resistance
Conduct
Executive
Coaching
to Execute Strategy and Measure Progress
Strategic Resource: four SAMA Consultants with 82 years of
roll-up consolidation and integration experience.
© 2008 TBA Resources, Inc. All Rights Reserved.
27
360° Feedback & Gap Analysis
Job competency models with on-line assessments,
tailored to new enterprise-model team functions and
initiating change:
Group
Report
Reviewer
Certification
Assessment
Design
On-Line
Assessment
Feedback
Report #1
Feedback
Review #1
Sustained
Individual
Development
“Time-2Change”
Assessment
Feedback
Report #2
Feedback
Review #2
© 2008 TBA Resources, Inc. All Rights Reserved.
≈
Correspondent
Ratings
≈
Performance
Interviews
Personnel
Decisions
International
28
Maximizing Sales Performance
Sales coaching through continuous feed-back and learning
Self-Directed or
Classroom Learning
Personal
Development
Planning
• Personal
• Technical
Skills Coaching
•
Functional
360º Feedback
•
& Gap Assessment
Leadership
Observed
Problem Analysis
Performance
Coaching
(Job Counseling)
© 2008 TBA Resources, Inc. All Rights Reserved.
29
Maximizing Team Performance
Performance
Results
Problem
Solving
Technical /
function
Interpersonal
Mutual
Small
number of
people
Individual
Specific goals
Common approach
Collective
Work
Products
Meaningful purpose
Personal
Growth
Commitment
Adapted from The Wisdom of Teams, Katzenback and Smith
30
Learning Support for Rollout
For each of the outsourced solution components,
centralize database & production administration:
Component Project Planning
Registration
Locations
Instructors / Facilitators
Materials
Logistics
Data
© 2008 TBA Resources, Inc. All Rights Reserved.
31