One of the key jobs of the facilitator is to make the sales team think, to question the validity of their approach and test their assumptions, especially when set against a competitive situation. This is one of the reasons why we always recommend a professional and experienced sales person facilitates or manages these workshops.
5 outcomes from applying the Strategic Opportunity Analysis tool:
The outcomes usually begin with a sales workshop – typically these might run from between a couple of hours to half a day, depending on the complexity of the account or deal. They can be run as a face-to-face activity, or Webex, depending on location of participants.
Once the SOA for a particular account or key deal has been populated it can be attached as report in the company CRM. Let’s take a brief look at what the SOA looks like:
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