This presentation provides a high level overview of the findings of IDC's best practices research on the role of the first line sales manager. Commonly considered as "the single most important role in the sales organization" we found that most organizations still have plenty of opportunity to improve the leverage of their first line sales managers. A full report is available detailing the IDC findings and recommendations.

1. Best Practices in Sales Productivity Improvement: The First Line Sales Manager Lee Levitt Director, Sales Advisory Practice March 2009 www.SalesAdvisoryPractice.com

4. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Thinking of your initial meeting with each rep, what percent of reps were:

5. Sales Rep Performance What percent of reps did not win your business primarily due to: Source: IDC Enterprise Panel, January 2009

6. Sales Rep Performance Have you switched vendors during the past year in significant part due to a poor relationship with your sales rep and related teams? Source: IDC Enterprise Panel, January 2009

7. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Which one of the following areas do sales reps need to know better to improve the value of your relationship?

8. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Which of the following is the number one thing a sales rep can do to improve the value of your relationship?

9. Organizational Changes in 2009

10. Sales Headcount Shifts to the Inside Percentage Decreasing vs. Percentage Increasing Q: In what sales areas will you be changing headcount (in your organization) in calendar year 2009? Source: IDC Tech Sales Barometer, 2009

11. Optimizing the Organization Q: How will your overall sales investments in the following functional areas change in calendar year 2009 compared to calendar year 2008? Percentage Decreasing vs. Percentage Increasing Source: IDC Tech Sales Barometer, 2009

12. Optimizing the Organization Percentage of Respondents Q: Please identify the sales program investment areas that have received the most increase in funding for calendar year 2009: Source: IDC Tech Sales Barometer, 2009

14. FLSM Focus & Impact Laggards Questionables Hopefuls Leaders

17. FLSM Critical Success Factors Skills & Competencies Source: IDC 2009 Impact and Influence Cross Boundary Collaboration Resource Management Hiring and Staffing Technical Knowledge Market Awareness Problem Solving Positioning and Presenting Development of Direct Reports Pipeline Review Business Acumen Negotiating and Closing Account/Territory Planning Opportunity Planning Customer Engagement Opportunity Qualification Results Orientation Planning & Organizing Business Management Influencing and Negotiating Decision Making Personal Drive Business Ethics Organizational Awareness Coaching Building Relationships Communication

20. The Sales Advisory Practice Team Lee Levitt Program Director Sales Advisory Practice Phone: 508-988-7974 Michael Gerard Research Vice President Executive Advisor Group Phone: 508-988-6758