SALES PERFORMANCE MANAGEMENT T Owen Group

Sales Performance Management T Owen Group The T Owen Group Consultants work with Sales Leaders, HR Business Partners or Company Executives in establishing a Performance Management Process for Sales, delivering the “people analytics” that provide for key decision making initiatives. Through an exclusive partnership with CompetencyPlus, LLC, the T Owen Group provides clients with visibility into the key competencies prevalent in their top performers in any sales role such that key people management decisions, as like other company investments, are data driven versus a relationship and gut feel approach

Sales Performance Management T Owen Group T Owen Group Engagement Advantages  Quick turn around with powerful analytics for key people management decisions  Training, hiring, succession planning, compensation, development, alignment or change management events.  Easily customized for each clients GTM approach, unique sales models and definitions of level of performance  Easily adaptable to all sales roles and levels  Scalable and replicable  Minimal internal resource dependency  Data visualization via graphs, dashboards and charts for simplified presentation

Sales Performance Management T Owen Group The T Owen Group Process and timeline ActivityOwner Time Allocation Add Job Families, Users, Hierarchy Client/TOG1 hour Edit, build competency library Client/TOG1 hour Build Templates/ProfileClient/TOG1 hour/role Create ProgramsClient/TOG1 hour Perform AssessmentsClient 1-2 hours/mgr Reports Generation, data visualization TOG1-2 days Data analysis, Actionable Items Client/TOG1-2 hours For groups < 50, turn around from start to finish – less than 1 week

Sales Performance Management T Owen Group Samples - Analytics Correlation Report – Sales results to Competency Groups

Sales Performance Management T Owen Group Heat Map – Average Team Ratings per Competency and Competency Group Use: determine where to prioritize via training, hiring, development or process improvement

Sales Performance Management T Owen Group The T Owen Group assists clients by delivering the “People Analytics” that enable organizations to operate, not under 20 th century principles of past practices, efficiency, risk avoidance, legal compliance, and hunch-based people management decisions but rather, a data-based people management approach Timely, concise and doesn’t require the amount of resources to implement as highly integrated Talent Management Processes and Systems Always catered to the client’s business, people and objectives The T Owen Group Advantage