STRATEGY Continuous Sales Improvement Process STRUCTURE STAFF SKILLS Prospecting - Opening new accounts, Gatekeepers, Voice mail Closing Skills Reducing the selling cycle CEO level selling - high level conversations Getting to the decision makers and getting decisions Avoiding unpaid consulting SKILLS Right people in the right seats on the bus for next level growth In comfort zones or pushing the envelope Trainable - Growth oriented or just “good enough” Hunter vs. Farmer – They are very different profiles STAFF Accountability Process & structure - Pre call planning post call debriefing Goal setting – measuring behaviors not just results Coaching, Mentoring, Training, Supervision Recruiting – who’s the next best salesperson? STRUCTURE This is the Sandler Continuous Sales Improvement Process Lkkdkd kk lkkdkdkk How do we go to market? Grow new business or mine existing accounts Face to face, telephone, use of technology Value sellers or low dollar and high volume Calling on small, mid size or large companies STRATEGY

Market Matrix Large---------Market Share---------Small Mature------Market Potential------Growing Large---------Market Share---------Small

Allocation of Resources Low------Current Sales Volume------High High---------Growth Potential---------Low Primary Growth Accounts Strong effort to strengthen relationship Establish added value using additional company resources Core Accounts Strong effort to maintain relationship through consistency of contact and service Reinforce value Secondary Growth Accounts Assist in business development Marginal Accounts Minimal effort to maintain relationship Upgrade or replace

Structure Hire Onboard Weekly Meetings Manage results Traditional system Strategic Sales Management Team building Candidate prospecting Acculturation Selling process & template Plan Cookbook, forecast Measure Behavior & results Development Attitude, Behavior, Technique Hire Onboard Tech training Weekly Meetings Manage results Corrective action

Consultative Sales Unique Value Sales Account Sales Commodity Sales Demand Creation Demand Fulfillment Account Sales Commodity Sales Long Sales Cycle Short Sales Cycle

Consultative Sales Unique Value Sales Account Sales Commodity Sales Problem Solving Demand Creation Ambition & Drive Process Oriented Control & Close Relationships Demand Fulfillment Account Sales Commodity Sales Long Sales Cycle Short Sales Cycle