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Pursuing a complex, major sale is a sizeable investment for any company. It is vital that sales representatives work to an all-inclusive plan that improves competitive positioning and delivers a return on investment. MOP stands for Major Opportunity Planning. It is a structured process for qualifying and winning major sales opportunities.When a sales cycle is long and complex, with more than one decision maker involved, sales representatives need to construct a sales plan that can deal with this complexity and make required actions clear.  For both customers and sellers to maximise their success it is vital that sales representatives properly cover buyers and their issues, focus on competitive strengths, resolve points of vulnerability, understand risk and resource requirements and clearly communicate value.
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PDM Downloads | |
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MOP Components
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MOP includes customised guides, checklists and templates to support each stage of the opportunity planning process. | ||
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Implementation consulting to encourage 'ownership' of the process and training workshops tailored to suit your organisations current level of major account sales development. | ||
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Field coaching and facilitation services provide the support required to build confidence and new skills while delivering early returns on investment in time, effort and resources. | ||
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MOP is a modular, step by step approach to big deal selling. It's 'toolkit' approach means that it is quick and easy to complete for small sales, yet still provides the in-depth analysis and guidance required for team-based major sales. You can progressively add the level of analysis required by the complexity of a sale and its potential return.
MOP is integrated with PDM's MAP (Major Account Planning) process. Conceptually, opportunity planning fit's below account planning in the planning hierarchy. MAP plans for the overall relationship between businesses while MOP is focused on achieving a specific sales objective.
When should MOP be applied? As a guideline, use MOP |
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Whenever you feel the need. If you want to win a deal it is worth making sure you have the best competitive strategies in place. Use MOP to test your understanding of why you will win and develop competitive action plans. | ||
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Whenever the level of resource required is high. Sales time, demonstration inventory, technical resources. management attention- whatever. | ||
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Whenever you are entering a new account. The MOP checklist will help you gain a better understanding of the customer's priorities. Customers will regard you as offering superior value when your solutions address their priorities. Sell business and personal outcomes for the customer, not technical capabilities. | ||
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Whenever you need the active involvement of others. As well as being a useful communication tool MOP creates opportunities for others to get involved in planning. By involving others in the planning process you will increase their commitment to implementing action plans. | ||
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As part of an overall sales forecasting process. MOP helps you understand and better predict sales results. | ||
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On-line Opportunity Planning PDM is seeking partners to complete the development of an on-line version of MOP. Accessible through a standard browser interface across a company intranet or world-wide-web on-line MOP will help you to build a company wide database of best practice sales strategies and crucial customer data. Let us know if you want more information about the on-line product by registering your interest with us. There is no obligation and all inquiries are strictly confidential.
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Download
a detailed PDF brochure that describes our core programs |
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Channel Enablers
International Pty Ltd A.C.N 104 080 462
Trading as Performance Directed Management
PO Box 562 Glenhuntly, VIC 3163 Australia
Phone +61 3 9593 7900
