Sales Executive Peer Group September 12, 2009 Sales Executive Peer Group September 12, 2009

© The TAS Group Agenda  Situation Analysis  The Evolution of Sales Effectiveness  The Landscape  Open Discussion  Situation Analysis  The Evolution of Sales Effectiveness  The Landscape  Open Discussion

© The TAS Group Situation Analysis

Why do companies purchase Sales Methodology?                         © The TAS Group

© 2008 – ES Research Group – ESResearch.com The Research 1.The average tenure of a VP of Sales is 21 months. 1 2.Depending on the industry, 25 to 33% of sales people are unsuited for their job % of companies surveyed do not have a sales performance measurement program in place. 2 1 CSO Insights, ES Research Group, Inc., 2007

© 2008 – ES Research Group – ESResearch.com The Research 4.Only 37% of companies report forecast accuracy is greater than 50%. 1 5.Only 43% of companies responding said they had a formal sales training program. Of those, only 50% provided sales skills training. 3 6.In 2006, 38.5% of salespeople missed their annual objective. Turnover among salespeople last year was 40%. 4 1 CSO Insights, DePaul University Study, Sales Benchmark Index, 2007

© 2008 – ES Research Group – ESResearch.com The Research 7.51% of sales organizations feel that marketing needs to improve the quality and quantity of the leads they are providing to reps. Another 32% feel that they are only adequate. 1 8.More than 80% of deals lost are due either or both of: 2 –Ineffective qualification –Lack of sales process and planning 1 CSO Insights, ES Research Group, Inc., 2007

© 2008 – ES Research Group – ESResearch.com The Research: Conclusions ↑ Sales effectiveness is trending downward (or level at best). ↓ Buyers are increasingly savvy ↓ Competition is increasingly relentless ↓ Commoditization is increasingly prevalent Think: “Survival of the fittest.” It’s appropriate.

© The TAS Group We're Effectively Not Selling ! The 'State of the Union' Address for Sales Effectiveness

© The TAS Group The Evolution of Sales Effectiveness

Sales 2.0: The Learning Landscape is Changing  Traditional  Teacher-centric  Classroom  General  Days out of the field  Structured  Sales 2.0  Learning-centric  Anyplace, anytime  Contextualized  Hours or minutes  Flexible This accelerates the progression from sales methodology knowledge – to application of learned expertise – to revenue growth impact. 11

© The TAS Group The Landscape

© 2008 – ES Research Group 4. Rebuild or Replace Methodology and Processes 5. Build or Repair Tools, Infrastructure, Support Selling Methodology Must Come First

© The TAS Group

Open Discussion

Resources  The TAS Group   Sales 2.0 Network   ES Research   CSO Insights   S.A.M.A. (Strategic Account Management Association)   The TAS Group   Sales 2.0 Network   ES Research   CSO Insights   S.A.M.A. (Strategic Account Management Association)  © The TAS Group

© 2008 – ES Research Group – ESResearch.com Special Promotion For 50% off the ESR’s 2008 Sales Training Vendor Guide ESResearch.com/STVG Use promotion code: TAS