Total Selling Organization System

System Strategic Planning Insight

Whether you are a business owner, management team or a sales executive, the TSO system is designed to provide you with the concepts, structure, processes, and tools necessary for optimizing your people, sales processes and technology in order to grow your revenue and maximize your profits.

The TSO system blends, step-by-step process narratives, models, training guides and exercises aimed at elevating a company’s sales performance by focusing all aspects of an organization on sales.

The TSO System creates a high – functioning work unit that aligns and optimizes all functional departments. It is built around four cornerstones of Planning, Training, Tracking, and Managing. The core of the TSO System is 8 customizable building blocks that span an entire enterprise.

The 8-Building Blocks of the TSO System

Strategic Business Plan

The first building block is Strategic Business Planning. SBP is the process and document that serves as the macro roadmap to accomplish an organization’s stated objectives and goals along with the requisite action plans.

Strategic Sales Plan

The second building block is Strategic Sales Planning. The SSP is the sales department’s plan to meet the overall sales objectives and goals as defined by the senior team in the Strategic Business Plan.

Individual Sales Plan

The first two building blocks Strategic Business Planning and Strategic Sales Planning have been completed and are used as the sources documents for the sales manager to develop Individual Sales Plans for each member of the sales team.

Sales Process

The fourth building block, Sales Process. TSO distills the best sales processes of high performing sales organizations into eight definable, customizable, repeatable and measurable steps, essentially the science of selling.

Sales Training

Sales Training is the fifth building block. Businesses have searched incessantly for the holy grail of sales training, hoping to find the end-all. The search while admirable is by its very nature flawed because there is simply no panacea or one size fits all.

Sales Coaching

Sales Coaching is the sixth building block. The critical work of sales coaching begins to help each sales professional implement their respective ISPs. TSO analyzes the significant interaction between the sales manager and the sales person.

Customer Relationship Management

Customer Relationship Management is the seventh building block. It is a critical business tool that is key for sales organizations to use to complete and win in today’s fast track information-driven business environment.

Management Review Process

The eighth and final building block is the Management Review Process. MRP is the glue that binds the entire Total Selling Organization together. It is how management demonstrates commitment, alignment, and coaching to ensure TSO is implemented and delivers the desired results.

Neal ABC Microsoft CRM

NEALABC TSO - Professional Pkg.

  • Sales Organization Assessment
  • Sales Organization Questionnaire
  • Assessment Report
  • Questionnaire Results
  • Overview of TSO Handbook
  • Introduction to Strategic Business Planning
  • Introduction to Strategic Sales Planning
  • Introduction to Individual Sales Planning
  • Introduction to Sales Process
  • Introduction to Sales Training
  • Introduction to Sales Coaching
  • Introduction to the Management Review Process
  • Introduction to CRM
  • Coaching Sessions – 4
  • Works for Sales Teams up to 5 Members
Neal ABC Microsoft CRM

NEALABC TSO - Enterprise Pkg.

  • Sales Organization Assessment
  • Sales Organization Questionnaire
  • Assessment Report
  • Questionnaire Results
  • In-depth Review of TSO Handbook
  • Full Training of Strategic Business Planning
  • Full Training of Strategic Sales Planning
  • Full Training of Individual Sales Planning
  • Full Training of Sales Process
  • Full Training of Sales Training
  • Full Training of Sales Coaching
  • Full Training of the Management Review Process
  • Full Training of CRM
  • Coaching Sessions – 8
  • Works for Sales Teams up to 10 Members
  • Implementation of Learning – Yes
  • Customized – Yes

Contact Chris Neal today to learn more about our Total Selling Organization System.

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