5 Steps Your Sales Force Needs to Take to Survive and Thrive in the Recession © Objective Management Group, Inc. 2009. All Rights Reserved

Presenter Dave Kurlan CEO of And the Best-Selling Author of

Presenter

QUALITY

Staged, Visual, Criteria Based Prospect Suspect Qualified Closable

GOAL - $100,000 MONTHLY SALE CYCLE – 6 MONTHS CLOSING PCT. - 20% AVG SALE $25,000 How much in opportunities needed to close $100K? $500,000 How many opportunities are needed to close $100K? 20 When must those opportunities enter the pipeline? August

INCREMENTAL IMPROVEMENT OF 10% = 33% GAIN BEFORE +10% OPPS 20 22 AVG SALE $25K $27,500 PIPELINE VALUE $500K $605K CLOSING 20% 22% MO.YIELD $100K $133K ANNUAL $1.2 M $1.6 M

Sales Infrastructure

Sales Process 2 nd Base 1 st Base 3 rd Base Home

Recruiting Process

Map the Sales Process Suspect Prospect Qualified Scored ABC’s 7 Steps, the Baseline Selling Steps and the Criteria for Reaching Them. 1. Target an Account 2. Meet with Decision Maker 7. Convert Account 6. Closing 5. Successful Evaluation 4. Evaluate Products 3. Qualify Account They Need It Differentiated ABC’s Quantified Problem Compelling Reasons to Buy They’ll Spend More Have Timeline for Decision Know Process for Decision Needs and Cost Appropriate Presentation

Identify Measurables that Drive the Results Sales Management Systems & Processes

Sales & Sales Management Development Develop the Sales Management Team Train Salespeople on Sales Process Train Salespeople on Sales Skills Overcome Weaknesses Evaluate the Sales Force

Develop the Sales Management Team

Train Salespeople on Sales Process

Train Salespeople on Sales Skills

Overcome Weaknesses

Evaluate the Sales Force