What is TEMPO?

The best sales process is of little help if it doesn’t translate into a differentiated sales experience for customers. When done well, a Challenger approach provides that differentiated sales experience and helps suppliers and solutions providers win more and build greater customer loyalty.

In reality, any sales process contains a host of different “experiences” sellers create as they move opportunities forward. So how do sales leaders ensure their teams use the right experience-defining skills and tactics, at the right time, in the right sequence?

The answer is TEMPO, a purpose-built framework to help sales and other customer-facing professionals navigate complex opportunities using the Challenger approach. TEMPO (Target – Engage – Manage – Plan to Close and Operate & Grow) outlines the activities and objectives found across each stage of a typical sales cycle.

The TEMPO Framework is sales process agnostic and draws on over a decade of Challenger implementations done in over 600 companies across every major industry and category.

Think of the Challenger approach as the ‘sales motion’ high performers deliver daily, and TEMPO as their guide for what to do, and when.

Complete the TEMPO Diagnostic

Complete the TEMPO Diagnostic

The TEMPO diagnostic tool is designed to help sales leaders decide which sales “experiences” to work on, and in what order. It will ask you about different aspects of the sale, and you’ll rate your organization’s proficiency and the importance of strengthening the “experience” at each stage. When you click “See Your Results”, you will receive guidance of where to focus to derive the greatest benefit.

How to score:

Evaluate each statement by rating your sales organization on two dimensions:

‘Performance’: Rate your organization’s current level of performance against this objective.
1= well below average
2 = below average
3 = average
4 = above average
5 = well above average

‘Importance’: How important is it for your organization to improve performance against this objective?
1= least important
2 = less important
3 = important
4 = very important
5 = most important

 
TARGET | Our sales team can find and prioritize the right target customers.
1-5
1= well below average 2 = below average 3 = average 4 = above average 5 = well above average
1-5
1= least important 2 = less important 3 = important 4 = very important 5 = most important
 
ENGAGE | Our sales team reaches customers with compelling messages and creates strong demand for our solutions.
1-5
1= well below average 2 = below average 3 = average 4 = above average 5 = well above average
1-5
1= least important 2 = less important 3 = important 4 = very important 5 = most important
 
MANAGE | Our sales team can drive the buying process and generate consensus across customer stakeholders.
1-5
1= well below average 2 = below average 3 = average 4 = above average 5 = well above average
1-5
1= least important 2 = less important 3 = important 4 = very important 5 = most important
 
PLAN TO CLOSE | Our sales team can negotiate and close deals efficiently without leaving value on the table.
1-5
1= well below average 2 = below average 3 = average 4 = above average 5 = well above average
1-5
1= least important 2 = less important 3 = important 4 = very important 5 = most important
 
OPERATE & GROW | Our sales, account management, and customer success teams can effectively renew, and grow, accounts.
1-5
1= well below average 2 = below average 3 = average 4 = above average 5 = well above average
1-5
1= least important 2 = less important 3 = important 4 = very important 5 = most important
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