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.