This is the third company in twelve years where Art Jacobs has come in to do the training. One of the key reasons I joined was that the company was serious about adopting the best field process. - (P.C., London)

BATTLEPLAN, Opportunity Management™

Description:
BATTLEPLAN is the name of the single-user Excel software tool that we use to tie together the concepts used in the STRATEGY program. The BATTLEPLAN captures the essential data that should be gathered during a discrete sales campaign. The BATTLEPLAN is not just a profile, or a repository for information. The BATTLEPLAN shows salespeople how to turn mere account information into “actionable intelligence” in order to win the deal. The BATTLEPLAN can easily be attached to any CRM system.

Value:
Rather than merely tracking historical activity or sales calls, the BATTLEPLAN enables the salesperson to proactively determine what specific, high-gain tactics should be implemented in order to advance the sales campaign. Additionally, the BATTLEPLAN provides sales management with an incisive tool to understand not just the strengths and weaknesses of the sales campaign, but where they need to be spending their time in coaching their salespeople.

Imbedded BATTLEPLAN Documents for the Salesperson:

  • CCP - Customer’s Corporate Profile
  • DNA - Strategic Sales Model
  • SOS - Strategic Opportunity Schedule
  • SOP - Strategic Opportunity Plan
  • TAW - Target Acquisition Worksheet
  • SDA - Strategic Decision Analysis
  • SST - Strategic Sales Tactics

Imbedded BATTLEPLAN Documents for the Sales Manager:

  • PFR - Pipeline / Forecast Report
  • WLR - Win / Loss Report
  • EBP - Executive Background Profile
  • SCP - Strategic Call Plan
  • SAR – Strategic Account Review
  • IDP – Individual Development Plan

Integration:
The BATTLEPLAN and the documents above are generic to the STRATEGY selling process. Under a Derivative Works Agreement, we will work with our clients to customize the BATTLEPLAN tool to their industry, company, and culture, to include specific language, terminology, vernacular, fields, and steps and procedures unique to that industry or company, or to their sales campaigns.