Sales Simulations for High Performers LearnShare Conference, Atlanta 9/14/06 Mary Slaughter Director – Global Sales Training

2 Why A Simulation? Business Drivers Grow Revenue Executive alignment Increased focus on business development Retain Top Performers Intensive individualized coaching and self-reflection Challenge the status quo Enable Faster Behavioral Change Replicate best practices Encourage reasonable risk-taking Integrate all professional skills, knowledge and experience, regardless of the source

3 Warm Up Performance Results Simulation Phases

4 Solutions Selling Skills Review Business Situation Introduction Performance Expectations Rounds 1 & 2 of Sales Calls Coaching Rounds 3 & 4 of Sales Calls Coaching Rounds 7 & 8 of Sales Calls Coaching Rounds 5 & 6 of Sales Calls Coaching Rounds 9 & 10 of Sales Calls Coaching Preparation for Next Day Teams prepare analysis and recommendations for competitive presentations Competitive Team Presentations Simulation Reveal and Debrief Participant Impact Discussion

5 Development Process Required Expertise Simulation Methodology Development Lead (External) Industry, Customers & Competition (External) Portfolio & Sales Processes (Internal) Learning Strategies & Sales Curriculum (Internal) Timing Core “Screenplay” (6 months) Company structure, staff, politics & work processes (3 months) Train-the-Trainer & deployment logistics (3 months)

6 Delivery Challenges External Talent Strong Executive Support Program Logistics Skills: Acting, Sales Coaching and Strategic Thinking Acumen: Sales, Industry and Business Attributes: Humor, “Tough Love” and Flexibility Participation: By invitation only (4 days out of field) Target: Top 10%, 7+ years in sales, core training completed Venue: Residential Conference Center Attendance: 18 maximum (attrition sensitivity) Confidentiality: Tight controls on course materials

7 Performance Phase Structure (Ten, two-hour rounds) –Sales Call Planning75 Minutes –Sales Call15 Minutes –Coaching20 Minutes –Break 10 Minutes Coaching Focus –Skills used to achieve the results, not the results themselves –Emphasis: Thinking, Relating & Communicating –Account penetration strategies driving sales call execution

8 Evaluation Results Level 1 Results 4.79 Overall 4.79 Instructors 4.43 Organization Content Job Application 4.84 Results are shown using Likert Scaling

9 Evaluation Results Results are shown using Likert Scaling Level 2 Results Attribute Pre- Program Post Program % Change Account Management % Communication Skills % Customer Needs Assessment % Business and Competitive Intelligence % Financial Acumen % Networking and Partnerships % High Performance Work Team %

10 Field Impact (90 Days) Positive Behavioral Changes –Increased Pre-Call Planning –Improved Questioning and Listening Skills –More Risk Taking –Greater Teamwork –Renewed Customer Focus Stronger Value Propositions –83% improved their value propositions

11 Field Impact (90 Days) Increased Account Penetration –72% noted improvements Up-scope pending opportunities Greater or new access to executive suite Increase volume of executive meetings Business discussions with new departments Expanded Sales Funnel 53% increased their sales funnels $105M New Opportunities = $105M

12 Marsh White, Inc. Company Profile New Jersey based consulting organization that provides practical sales & sales management advice, coaching and training to experienced professionals in competitively volatile business environments worldwide. Specialize in business development and custom sales simulations. Principal Charles P. Krempa Selected Clients AT&T, Bell Labs, Boeing, Dow Chemical, General Electric, Metropolitan Life Insurance, Lucent Technologies, Novartis and Steelcase.