DELTA T-Selling is a management methodology defining how top management should lead key account sales, product sales and the whole sales organization as a business system. It requires top management to

lead key account sales as one enterprise wide system, and
to assume responsibility for finding and resolving the constraints in that system.

Why is DELTA T-Selling different from other "classical" key account sales methodologies?<top>

"Classical" key account sales is sales process management for sales professionals and middle management.

DELTA T-Selling is sales system management: it defines how the whole sales system must be led by top management.

a) a set of methodologies for top management,

b) addresses key account sales should be managed as a business system, rather than business processes.

Other "classical" key account sales methodologies are

a) a set of methodologies for key account sales professionals,

b) addressing key account sales as a set or processes and/or I.T.tools.

Why would anyone need DELTA T-Selling?<top>

Many business managers find it increasingly difficult to achieve outstanding sales growth in their key account sales organizations.

Delta Institute research and experience shows that the reason for these difficulties is actually that key accounts are undergoing a deep change in their mode of operation. They are moving from the previous model of vertically integrated value chains to new models of global value networks.

Our "classical" approach to managing key account sales fails to cope with this new situation and its demands. We must move from the "classical" rigid hierarchical process management to flexible system management.

What does DELTA T-Selling consist of?<top>

DELTA T-Selling consists of three key elements - all based on system thinking:

a) a definition of the sales systems of key account sales, product sales and the whole sales organization,

b) a methodology for leading that system,

c) a method for planning and leading a project to transform the present management approach to the system focused DELTA T-Selling approach.

What results can be expected when managing with DELTA T-Selling?<top>

Top sales managers have used DELTA T-Selling to lead their key account sales to growth in three areas:

volume of new opportunities,
success rate for opportunities,
sales of key products.

Can DELTA T-Selling be used for other sales organizations than key account sales?<top>

The principles of sales system management can be applied. However, the system model of sales in DELTA T-Selling is "key account sales". This must be replaced with an adequate system model.

How can I learn more about DELTA T-Selling?<top>

About Operational Planning<top>

What is operational planning?<top>

Operational planning is the management task which delivers the operational details of management projects. These details are primarily the commitments to be delivered. For each commitment timelines, cost budgets, interdependencies and reasoning need to be defined.

Why do we need operational planning?<top>

We need operational plans to make strategy happen.

While strategy may define mission, vision, value proposition, financials, market segmentations .... etc., etc.. we still need to define the management project to bring strategy into reality. Without that management project defined and executed our strategy will fail.

Is operational planning difficult? and why?<top>

Absolutely. Many sources quote failure rates of >50% of management project, in a recent article in THE ECONOMIST (June 11, 2005 “Overdue and over budget, over and over again”) even more pessimistic estimates were given.

Delta Institute has conducted "management project defect tracking" studies on management projects over a period of several years. This research revealed several key reasons for failure of management projects, some of which are:

Management projects actually aim at bringing the company's business system to a new state of performance. The "classical" approach builds on a "command and control" model - however we know from system theory that this approach fails to deliver system change frequently.
It is essential to define well WHAT must be done to bring the management project to its goal. "Classically" such decisions are based on creative approaches like brainstorming. Unfortunately when dealing with system change this approach very seldom delivers the lines of action actually required for system change.
Leading execution of a management project requires much more top management capacity than we are usually willing and free to spend.

What can Delta Institute offer to help with operational planning?<top>

Delta Institute offers to help top management to increase the likelihood of success of their operational plans. To do so, Delta Institute applies its own system based proprietary methodology which gives the answer to the following questions:

What is the business system we must change,
What is the new state of the business system
How will we achieve that change,
Who will do what to achieve it.

About System Management<top>

Why do you emphasize a difference between business process and business system? Are they not just different words for the same thing?<top>

No. There is a vast difference.

A process is a sequence of actions (possibly predefined by a process definition). Typically we use a flowchart to describe a process.
A system is an entity which is able to perform processes. In addition to processes it contains (amongst many other aspects) the rules by which the processes are expected to be executed.
To lead a business as a system we need to manage both processes and rules of the system - which is a much more complex task than just process management.

How do you define "system"?<top>

We define "system" in the sense of general system theory as

an entity
separating itself with boundaries from its environment,
delivering output to and receiving input from its environment
Performing processes (sequences of activities)
by following rules (defined by the system's leadership)
consisting of sub-systems
adapting to changes in the environment to survive

What is the difference between (hierarchical) organization and system model?<top>

Hierarchy is a leadership methodology. The system is the entity being guided by hierarchical concepts (responsibilities, goals, policies, cost budgets)

What is system theory?<top>

System theory is a field of knowledge about the behavior of systems. For more see:

http://en.wikipedia.org/wiki/Systems_theory and http://pespmc1.vub.ac.be/SYSTHEOR.html

What is sales system management?<top>

Understanding and leading sales as an enterprise wide system rather than as a part of the organization.

Why is system management needed NOW?<top>

If a system's environment becomes more complex (interrelated) and dynamic (fast changing) it struggles to maintain its performance. Hierarchical models for leadership are just to rigid to allow the flexibility the system requires to adjust to increased complexity and dynamics.

With the arrival of value networks as the prime form of organizing globally this is exactly what is happening and we need system management (rather than "classical" hierarchical management) to lead our businesses back to high performance.

What is "constraint management"?<top>

Constraint management is an operational approach to system management. It defines system leadership as consisting of

defining the system to be managed
setting a clear goal for that system
finding and resolving the constraints which keep the system from reaching the goal

What is Goldratts theory of constraints?<top>

Goldratts theory of constraints is a body of knowledge and methodologies in the area of system management, first brought into the operational field by E.Goldratt in his best selling business book THE GOAL.

Calling this management approach "a theory" does it grave injustice - it is a practical management approach to leading business systems, not just a theory.

About Delta Institute Switzerland<top>

What is Delta Institute Switzerland?<top>

Delta Institute Switzerland is a consulting company home based in Plan les Ouates (Geneva, Switzerland) with world wide activities.

What is the offer of Delta Institute Switzerland?<top>

Our consultants offers system focused consulting services

For top sales management
- Implementation of DELTA T-Selling,
- Training and certification of Sales Methods Experts,
- Top Sales Management Training
For General Management
- Design and implementation of operational plans
- With a special focus for preparing for the Dollar crash
For Sales Consultants
- Consultants training and certification in DELTA T-Selling