Sales Mentor Program Overview Steve Verrett – President steve.verrett@executivesalesservice.com Phone: 608 333-1944

ESS Was Founded By Real World Sales Managers Growth Oriented Sales Organizations Must Find New Customers And Take Business Away From Competitors A Sales Manager’s Most Overburdened Resource is Time ESS Believes… Good Sales People Want To Win… Many Have Not Been Taught How Traditional Sales Trainings Are Expensive And Teach Culture They Do Not Teach Effective Bus Dev (“Hunter”) Skills

Why Hire A Sales Mentor? “It’s About Time” Short single session group trainings teach culture and process. They do not teach territory planning or new customer acquisition skills Sales Managers do not have necessary time available to spend with mediocre team members Training up is more cost effective than trading up and is less disruptive to customers Sales Mentoring pin points struggling individuals, is more effective, has a lower entry cost, and requires little to no demand of your organization “It’s About Time”

How Much Does Trading Out A Sales Person Cost Your Business? Recruiting Fees Can be in excess of $20K Business Disruption Channel partners, key accounts, and general business disruption Unforeseen Incompatibility Hiring a new sales person can be a gamble Time Delay It takes at least a 6 months for a new sales person to make an impact on a territory Organization’s Time How much time and money is spent by the organization training a new sales person? Managements Time How much is your time worth training a new person?

ESS Sales Mentor Program 12 week program with one year of follow up provided “One On One” coaching by a proven sales leader Hands on exercises with real customer situations Focuses on target based preparation, planning, and execution through improved message effectiveness and time management methodologies Works with any technical customer facing sales person tasked in finding new business

ESS Sales Mentor Program Message Effectiveness Questioning Skills Value Differentiation Time Management Proactive Planning Focused Time Effectiveness

What Does The Student Take Away? Stage What Is Learned In Program? Take Away For Student Evaluation Understanding of Strengths and Weaknesses Why Sales is Important (To Company and Customer) Existing Plan Review Self Assessment Tool Increased Confidence Preparation Customer Relevant Positioning Statement Understanding of Competitive Strengths (Value) Consultative Questioning Skills Scripted Positioning Statement Tip of Spear Worksheets Prepared Questions And Objections Planning Time Management Assessment Time vs. Income Methodology Existing vs New Customer Logic How to Properly Identify And Qualify Targets Proactively Develop a Territory / Account Plan Research Tools Available On The Internet Time and Territory Planning Tool Time Management Calculator Time Management Gap Assessment Tool New Contact Worksheet Execution Cold Calling Tools Voice Mail Scripting Voice Mail Script New Customer Target Worksheet 10 Targets / 3 New Meeting Goal Communication Communication of Plan To Manager Speak Same Language As Manager Time and Territory Plan

Compare The Difference Item of Concern Low Cost of Entry Traditional Sales Trainings ESS Sales Mentor Program Sales Manager Time Required Sales Person Time Required Hidden Fees Works With Training Method Types of Learning Exercises Teaches The Student Trains Those That Need It Most Less Than 2 Hours 12 Weeks (2 – 4 Hours Per Week) None Any Technical Sales Person One On One With Former Sales Executive Real Time With Actual Customers To Develop A Plan and Find New Customers All Or Nothing Extensive Coordination and Internal Materials 2 Days Off The Road “We Can Customize” Trains To The Weakest Link Train The Trainer or Group Seminar Role Playing Exercises Procedural Framework

ESS Sales Mentor Program Phase 1 Evaluation “One on One” Coaching By Proven Sales Executives 12 Week Program Weekly Scheduled Calls With “On Call” Access Target 10 / Meet With 3 New Customers Trial Student Discounts Available Multiple Student – Partial Program On-site / Options Available Guaranteed Results Phase 2 Preparation Phase 3 Planning Phase 4 Execution Phase 5 Communication Return