TOCCA has two methods for broaching Sales
Management – Sales and Buy-in,
which focuses on Sales Process Management, and Delta T-Selling, which
focuses on Sales System Management.
The TOC sales consulting matrix looks
something like this:
Sales Process Management is aimed
at sales professionals and middle management.
Sales System Managementis
aimed at top management andfocuses on how the whole
sales system must be led.
Standard sales consulting is in sales
process management and focuses on how to manage a sales
funnel, close a deal etc. TOCCA goes beyond this standard
approach. The TOC sales process facilitates Sales and Buy-in
once an opportunity has been presented, and Delta T-Selling
provides the necessary sales system approach to ensure the
continuous flow of sales opportunities in your organisation.
Delta T Selling was formulated by William
Woehr and Dietrich Legat as a whole system approach for
leading a key account sales organisation. It is the only sales
consulting program in the world which directly focuses on
sales system management.