DARE (Delivering Against Revenue Expectation) Sales Model (PowerPoint PPTX)

Welcome to DARE (Delivering Against Revenue Expectation). DARE represents tested, out-of-the-box thinking and a model for managing sales activity, creating competitive advantage, and improving Win-Rate in a complex sales environment.

The endgame of DARE, once the model is fully implemented, is a set of best-in-class standards and Integrated Analytics for sustaining revenue generation year over year.

This framework also includes a set of accompanying templates:

1) Sales Pipeline Funnel Tracker (Excel)
2) STIX Sales Process Map (Word)

The DARE Sales Model is structured to address the intricacies of B2B complex sales processes. It emphasizes the importance of mutual intention between buyer and seller, involving multiple decision-makers and requiring financial approval. The model outlines a protracted time-frame from initial contact to final receipt, ensuring that every step is meticulously planned and executed.

PERM, a core component of the DARE framework, is a continual model for managing sales revenue generation. It includes a Sales Process Map for improving win-rate, a Financial Map for accurate near-term revenue forecasting, and a PlayerMap software application for identifying and strategizing with key players. This structured approach ensures that sales teams can navigate complex sales environments effectively.

The PPT also highlights common pitfalls in sales processes, such as unrealistic expectations and lack of accountability. It stresses the importance of changing the conversation between management and sales reps to focus on specific, measurable information. This shift is crucial for improving win-rates and sustaining revenue generation.