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HPG Capabilities
The document outlines Horizon Performance Group's process for developing a sales and marketing training plan for a client. It discusses assessing the client's needs, presenting an action plan, designing training programs, implementing the programs, and ongoing monitoring and improvements. The objectives are to build sales skills and customer relationships, implement account strategies, and ensure integrated sales development.
HPG Capabilities
- 1. 1 (Specific Client) Corporation Salesand Marketing Development Process with Horizon Performance Group Horizon Performance Group, Inc. 2649 Calle Alegre, Pleasanton, CA 94566 Phone: (925) 461-4358 Cell (925) 918-2021
- 2. 2 Meeting Objectives • Confirminformation on your organization's needs • Communicate core competencies • Share marketing ideas and experiences • Create a common understanding of results that will be achieved • Establish benchmarks and measures of success • Answer any questions Horizon Performance Group Plan Project Overview
- 3. 3 HPG Expertise Horizon PerformanceGroup assists clients with the development of their sales and marketing organizations. We are a focused training and consulting company that improves the bottom line results of direct selling by: Linking Marketing Objectives To Sales Strategies And Skill Development Horizon Performance Group Plan Project Overview
- 4. 4 Selling+Marketing Challenge Markets Arechanging radically Companies Need to be more creative and customer responsive Customers Inside/Outside have become more sophisticated and business oriented Salespeople Are chasing fewer customers with a more complex buying process and smaller budgets Horizon Performance Group Plan Project Overview
- 5. 5 AheadSelling THE FUTURE ISN’TFOUND - IT’S INVENTED How will products/services be sold in the future? Transparent departmental objectives that are synergistic towards corporate goals Bundled and custom-tailored solutions Timely customer strategies will drive organizational resources Increased demand on marketing programs to be “on target” and monitor an ROI Integrated marketing and customer strategies will force sales managers to broaden their expertise Horizon Performance Group Plan Project Overview
- 6. 6 Innovating Your Message/Delivery: Project-Structured Market-Specific Customer-Focused Horizon PerformanceGroup Plan Project Overview
- 7. 7 Example….Example….HPG Impact -Client Partnership Horizon Performance Group Plan Project Overview Customer Focus F&B’s SWOT Sales Excellence Promotion/ Pricing Product Development Solution Providers Creative Marketing Competitive Advantage Design Value Delivery Value
- 8. 8 • To analyzeand contrast direct competitors via a third party resource – establish baseline for continuous analysis and monitoring – adjust sales and service message to maximize impact • To create advantage through horizontal partnerships to establish competitive immunity • Analyze business opportunities to provide better/differentiated presentations targeted towards product/service launches • More effective business management by developing employee’s skills/knowledge on focused niche markets • Seamless Client Team approach to solving customer needs Horizon Performance Group Plan Project Overview Example….Example….HPG Impact - Client Opportunities
- 9. 9 • Provide theWhat, How and Where to sell and deliver value to customers • selection of the “right”customer--Niche Marketing • objective carve out of niche markets--DRG, CPT, incidence rates • gaining customer insight to increase market share and retention • Systematize skill training worldwide • provide a transportable program to Sales & Service • address local market distinctions, i.e., Capitation vs Fee-for-Svc. • methods of measure pre & post • expandable platform/ongoing process, i.e., beyond a training event • Linking marketing objectives with sales strategies • connect programs with sales and service execution Horizon Performance Group Plan Project Overview Example….Example….HPG Impact - Client Objectives
- 10. 10 Horizon Performance Group PlanProject Overview • Assessment – Metrics for program ROI – Direct vs channel partner comparison – Field travel/conference call f/u reports • Design – Transportable – Outsource activities – Train-the-Trainer certified – Pre & Post measurements – Tools – Follow-up progress reports Example….Example….HPG Impact - Deliverables
- 11. 11 Outside the BoxBoxMarketing-Examples • Communications with External Customer – First Internet Symposium in Dx – Customer Oriented Selling – Objective/Analytical Strategic Sales Planning • Communications with Internal Customer – One Page Business Planning online – Incentive programs Horizon Performance Group Plan Project Overview
- 12. 12 Outside the BoxBoxMarketing-Examples • Communications with customers – Financial • CPRR Billing • Lease, sale or rental of capital equipment • Forecasting Accuracy – Clinical • Clinical/financial outcome studies • Protocols via internet Horizon Performance Group Plan Project Overview
- 13. HPG Process Overview HorizonPerformance Group Training Plan Project Overview
- 14. 14 Process Overview CONFIRM MANAGEMENT SUPPORT DO NEEDS ANALYSIS (Gaps& Competencies) PRESENT TRAINING ACTION PLAN YES YES ACCPETED NO NO PROGRAM NOT TRAINING PROBLEM NO PROGRAM OR NOT SUFFICIENT PERCEIVED NEED REVISE NO PROGRAM NOT ACCEPTED APPROVED FOR DEVELOPMENT DESIGN/DEVELOP TRAINING DESIGN MEASUREMENT & FOLLOW-UP SELECT AND TRAIN TRAINERS VALIDATE WITH PILOT GROUP COLLECT DATA, ANALYZE, MAKE CHANGES IMPLEMENT WITH FINAL MATERIAL MANAGEMENT REVIEW MANAGEMENT REVIEW REDESIGN NO WORK ON-GOING MONITOR & ENHANCE IDENTIFIED NEEDS SALES PROCESS ANALYSIS SALES PROCESS ALIGNMENT Horizon Performance Group Training Plan Project Overview MONITOR PROGRESS
- 15. 15 HPG Client ProjectObjectives Horizon Performance Group Plan Project Overview
- 16. 16 Horizon Performance Group TrainingPlan Project Overview Project Objectives - Example Foundation & Skills Development Building on the Foundation Ongoing Learning To and Thru Performance 3 Days 1 Day Field Application 90-180 Days • Implement an ongoing account strategy • Develop strong customer relationships • Prepare for and open the sales call • Establish, maintain and focus the sales dialogue • Identify relevant and significant customer needs • Thoroughly qualify each sales opportunity • Recommend approaches and present solutions • Clarify and manage customer concerns • Gain customer commitment and close the sale • Close the call and follow through on commitments
- 17. 17 Horizon Performance Group TrainingPlan Project Overview Integrated Sales Development
- 18. 18 HPG - ResourceRich • Strategic Intent planning processes • Organizational development and training in clinical Dx • Process oriented, professional team develops custom tailored programs tied to organizational goals • Extensive network of competent, experienced, highly- trained business consultants • Affiliates positioned across the United States • Certified in multiple sales models and time mgmnt. • Licensed provider of software communication and planning tool for upper to middle management. Horizon Performance Group Plan Project Overview
- 19. 19 “Excellence is notan act, but a habit.” Aristotle “The best way to predict the future is to create it.” Peter Drucker Horizon Performance Group Training Plan Project Overview