1 Sales IQ Model Framework Copyright © Sales-Life, inc. All rights reserved.

2 SalesLife’s SalesIQ SalesIQ Concept SalesIQ is a set of situational based questions that measure an individual’s effectiveness in the areas of Behavior, Communication, Acumen and Influence. SalesIQ questions will be integrated into real life sales scenarios within the sales simulation teaser game and should establish a running SalesIQ score for the individual playing the game or experiencing a teaser simulation. At the end of each teaser simulation a player will be presented with their total average SalesIQ score and receive recommendations from a virtual trainer on how to improve their score and effectiveness in the areas mentioned above. SalesIQ questions and logic is also expected to be integrated into a fun, entertaining web based or downloadable game that is offered to the public through social networks like Facebook, Myspace, LinkedIn in order to create interest in Sales-Life products. Note: These questions can eventually be used as a certification standard for the sales profession. SalesIQ questions can be used to augment other 3 rd party skill, behavior and personality assessments currently sold in the market by TTI and Barnett. Copyright © Sales-Life, inc. All rights reserved.

3 SalesIQ Components Behavior (Core) Communication Acumen Influence Copyright © Sales-Life, inc. All rights reserved.

4 Copyright © 2009 Rod McKinnis, Steven Connor, Bob Ruotolo, Mark Dallmeier, Jim Robb All rights reserved. Certification Track BehaviorsCommunicationAcumenInfluence Entry Level Sales initiative Energy Goal orientation Intention Identity Competitiveness Personal accountability Customer orientation Style (approach) Demeanor Listening Interpretation (identifying there is a language of sales) Sales acumen Selling process Customer buying process Internal process Aptitude Business acumen Personal decision making Results orientation Problem analysis and solving Emotional intelligence Common sense Goal focus Coachability Relationship vision creation Interpersonal skills: emotional control empathic outlook personal relationships Gaining commitment Personal empowerment Mid Level Resilience Management aptitude Team building, orientation Cultural – concept – product integration Organization Self management Balance, alignment Team vision creation Cultural sensitivity Conflict orientation, management Communication diversity Negotiation Complex decision making Ratios, reporting, metrics Systems of business Pipeline and forecasting Goal alignment Self development Coaching process Relationship development Empowerment of others Senior Level Futuristic thinking Mentoring, coaching Personal standards and practices Performance management Flexibility, agility Diplomacy – tact Organizational vision Culture development Feedback gathering and management Creativity - Innovation Corporate standards and practices Analysis and interpretation of business systems Projections, modeling Goal development and alignment Initiatives development and oversight Brand, presence Corporate vision enforcement Empowerment Ownership of execution Follow through oversight Thought leadership (organizational and customer)

5 Definitions Sales IQ Component Requirements Certification Track Behaviors Entry Level Sales initiative Energy Goal orientation Intention Identity Competitiveness Personal accountability Customer orientation Mid Level Resilience Management aptitude Team building, orientation Cultural – concept – product integration Organization Self management Senior Level Futuristic thinking Mentoring, coaching Personal standards and practices Performance management Flexibility, agility Copyright © Sales-Life, inc. All rights reserved.

6 Definitions Sales IQ Component Requirements Certification Track Communication Entry Level Style (approach) Demeanor Listening Interpretation (identifying there is a language of sales) Mid Level Balance, alignment Team vision creation Cultural sensitivity Conflict orientation, management Communication diversity Senior Level Diplomacy – tact Organizational vision Culture development Feedback gathering and management Copyright © Sales-Life, inc. All rights reserved.

7 Copyright © 2009 Rod McKinnis, Steven Connor, Bob Ruotolo, Mark Dallmeier, Jim Robb All rights reserved. Definitions Sales IQ Component Requirements Certification Track Acumen Entry Level Sales acumen Selling process Customer buying process Internal process Aptitude Business acumen Personal decision making Results orientation Problem analysis and solving Emotional intelligence Common sense Goal focus Mid Level Negotiation Complex decision making Ratios, reporting, metrics Systems of business Pipeline and forecasting Goal alignment Senior Level Creativity - Innovation Corporate standards and practices Analysis and interpretation of business systems Projections, modeling Goal development and alignment Initiatives development and oversight

Definitions Sales IQ Component Requirements Certification Track Influence Entry Level Coachability Relationship vision creation Interpersonal skills: emotional control empathic outlook personal relationships Gaining commitment Personal empowerment Mid Level Self development Coaching process Relationship development Empowerment of others Senior Level Brand, presence Corporate vision enforcement Empowerment Ownership of execution Follow through oversight Thought leadership (organizational and customer) Copyright © Sales-Life, inc. All rights reserved.