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Completing a TAS Overview

The Overview view provides a starting point that sales professionals can use to consolidate their observations about the account and opportunity and share strategic insights with their sales teams.

Using this view, sales professionals can profile their customers' important business initiatives and requirements. In addition, sales professionals can summarize the strategic goal, value proposition, and overall position.

This task is a step in Process of Managing Target Account Selling.

To complete a TAS overview

  1. Navigate to the Opportunities screen, then the Opportunities List view.
  2. Drill down on Opportunity Name field of an opportunity record.
  3. Click the Target Account Selling view tab.
  4. In the first form, complete the necessary fields. You can position the pointer on the information icon to see information about the view.

    Some fields are described in the following table.


    Customer's Business Profile

    Type a description of the customer's business conditions. Identify the customer's major lines of business, affiliations, products, and markets. Include information about recent mergers and acquisitions.

    NOTE:  If this opportunity is a new opportunity, you must create a new record and associate it with an account before you can enter text in the Customer's Business Profile field. For more information, see Opportunity Workflows.

    Customer's Revenue

    Type the customer's annual revenues or sales.

    Fiscal Year End

    Select the month and day in which the customer's 12-month accounting period ends.

    Customer's Profit

    Type the customer's annual profit.

  5. In the Overview form, complete the necessary fields.

    Some fields are described in the following table.


    Opportunity Profile

    Type a description of the customer's project or application. Identify the customer's business objectives for the project, the total cost and budget for the project, and how the project affects the customer's overall business.

    Customer's Compelling Event

    Type a description of what is driving the customer to make a decision or change the current situation. Identify the payback if the customer makes a change, or the consequences if the customer does not act. Note the specific date associated with the consequences or payback.

    Critical Success Factors

    Type the actions you, the competition, and your customer must complete for you to win this opportunity.

    Our Strengths

    Type the business, organizational, and political issues that give your sales team an advantage in the deal.


    Type a description of your projected, long-term position with the customer. Identify how a closer relationship with you advances the attainment of their business goals. Include the long-term gain for your business such as future or strategic value.

    Our Solution

    Type a description of the solution you plan to offer to the customer. Address how the solution works in the customer's environment and how it meets their compelling event. Include any alliances or business partner solutions required to make it operational for the customer.

    Our Weaknesses

    Type the business, organizational, and political issues that could put your sales team at risk in the deal.

    Our Unique Business Value

    Type a description of your value proposition. Make sure it is specific to this customer, defines a measurable business result, and creates credibility by proving your ability to deliver. The value proposition differentiates you from your competitors. Confirm the value proposition with the customer.

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