1. F IVE K EYS TO B UILDING A W ORLD -C LASS S ALES F ORCE Dave Kurlan CEO

3. Y OU C AN ’ T BE W ORLD -C LASS IF … Downward Trending Win Rates

4. Y OU C AN ’ T BE W ORLD -C LASS IF … Trending Toward Longer Sales Cycles

5. Y OU C AN ’ T BE W ORLD -C LASS IF … Continued Inaccurate Forecasts

6. Y OU C AN ’ T BE W ORLD -C LASS IF … Continued Insufficient Pipeline

7. Y OU C AN ’ T BE W ORLD -C LASS IF … Selling on Price Instead of Value

8. Y OU C AN ’ T BE W ORLD -C LASS IF … Not Selling Consultatively

9. Y OU C AN ’ T BE W ORLD -C LASS IF … Under Achieving Salespeople

10. Y OU C AN ’ T BE W ORLD -C LASS IF … Lack a Milestone-Centric Sales Process

11. F IVE K EYS TO B UILDING A W ORLD -C LASS S ALES F ORCE

12. K EY 1 – S ALES C ULTURE Eliminate the 80/20 Rule Stop the Excuse Making Raise Expectations

13. K EY 2 - P ERFORMANCE Coach up the B’s and C’s That Can Be Saved Coach up Sales Leadership

14. K EY 3 – A PPROACH TO M ARKET Customized Milestone-Centric Sales Process with a Consultative Approach

15. K EY 4 – S TARTING P OINT Evaluate Your Sales Force! Right People – Right Seats How Much – How Long Fact from Fiction Science

16. K EY 5 – R ECRUIT Top Performers Better than Your Current Top Sales Recruiting Process Sales Selection Tool

17. S ALES F ORCE E VALUATION Magic of the

18. V OTED T OP S ALES A SSESSMENT T OOL

19. Timely Intelligence

20. Backed by Science

21. Insights

23. Copyright © 1992-2014 Objective Management Group, Inc. Sample

24. T HE O PPORTUNITY $9,091,900 18 months

25. H OW D OES S ALES L EADERSHIP I MPACT O UR S ALES F ORCE ? 56% Skills 47% Effectiveness Sales Managers - Coaching 56% Coaching Environment

26. H OW D OES S ALES L EADERSHIP I MPACT O UR S ALES F ORCE ? 41% Skills 68% Effectiveness Sales Managers - Motivating

27. H OW D OES S ALES L EADERSHIP I MPACT O UR S ALES F ORCE ? 48% Skills 67% Effectiveness Sales Managers - Recruiting

28. H OW D OES S ALES L EADERSHIP I MPACT O UR S ALES F ORCE ? 62% Skills 52% Effectiveness Sales Managers - Accountability

29. W HAT A RE O UR C URRENT S ALES C APABILITIES ? 39% Overall Sales Capability 67% Sales DNA 50% Hunter Competency 53% Consultative Seller Competency 54% Qualifier Competency 24% Closer Competency 43% Account Manager Competency 29% Farmer Competency 43% Sales Posturing

30. H OW M OTIVATED A RE O UR S ALESPEOPLE AND H OW A RE T HEY M OTIVATED ? 67% of Salespeople are Motivated

31. H OW M OTIVATED A RE O UR S ALESPEOPLE AND H OW A RE T HEY M OTIVATED ?

32. W HY A REN ' T W E G ENERATING M ORE N EW B USINESS ? 50% Hunter Competency Sales Managers 62% Accountability Skills 52% Accountability Effectiveness

33. A RE W E R EACHING THE A CTUAL D ECISION M AKERS ?

34. W HY I SN ' T O UR S ALES C YCLE S HORTER ? 4 Average Number of Factors

35. A RE W E S ELLING C ONSULTATIVELY ? 53% Consultative Seller Competency

36. A RE W E S ELLING ON P RICE AND W HO C AN B ECOME A V ALUE S ELLER ? 3 Average Number of Factors

37. I S O UR V ALUE P ROPOSITION C ONSISTENT ? To continue to be a world class band - Roger Daltry We are committed to being the best geriatric band of all time! - Mick Jagger To work our hardest to no longer be associated with Xanadu - Jeff Lynne We will bring you fame and fortune and everything that goes with it 'cause we are the champions - of the assessments world! - Brian May To continue to provide the best concert experience - Jimmy Page To continue to provide the best concert experience - Roger Waters Our goal is to deliver the best show - Gregg Allman We are committed to providing the best show ever. - Tom Petty To be more than just another band out of Boston - Tom Scholz Provide a carnival atmosphere - Tommy Shaw Committed to being the best band to perform at Fenway Park - Bruce Springsteen Committed to being the best band to perform at Gillette Stadium - Steven Tyler Our goal is to deliver the best show - Donald Fagen Committed to being the best band out of San Francisco - Steve Miller To continue to be a world class band - Carlos Santana To continue to tour and play music - Boz Scaggs To be the best band in Kansas named Kansas - Steve Walsh We are committed to providing the best show ever. - Bob Weir

38. C AN W E C LOSE M ORE S ALES ?

39. 53% Consultative Seller Competency 54% Qualifier Competency 24% Closer Competency 43% Sales Posturing

40. D O W E N EED TO C HANGE O UR S ELECTION C RITERIA ?

41. I S O UR R AMP -U P OF N EW S ALESPEOPLE F AST E NOUGH ? Sales Managers 47% Coaching Effectiveness 15% Time Spent Coaching 46% Figure It Out Factor Salespeople

42. C AN W E I MPROVE O UR P IPELINE AND F ORECASTING A CCURACY ? 3 Pipeline Quantity

43. C AN W E I MPROVE O UR S ALES C ULTURE ? 44 Overall Culture Score

44. W HO C AN B ECOME M ORE E FFECTIVE IN T HEIR R OLES ? Recommended Salesperson Roles

45. W HO C AN B ECOME M ORE E FFECTIVE IN T HEIR R OLES ? Analysis of Non-Performing Salespeople

46. W HAT A RE THE S HORT - TERM P RIORITIES FOR A CCELERATED G ROWTH ? Sales Selection and Recruiting Improve Commitment Improve Outlook Eliminate Excuse Making Sales Process Train on Hunting Skills Pipeline Train on Closing Skills

47. OMG’ S S ALES F ORCE E VALUATION Contact Information: To Learn More: dkurlan@objectivemanagement.com dkurlan@objectivemanagement.com