The document discusses creating an optimal sales model for a company. It recommends focusing sales efforts on more face-to-face calls that meet customer expectations, having higher closing rates, and returning at least 10 hours per week to sales professionals for effective client interactions. It also recommends evaluating and optimizing sales activities, processes, tools, and infrastructure to increase productivity and sales velocity.

1. Creating the Model for a Sales Driven Company 06/10/09 Inflection Point, LLC

2. What is the Function of Sales? Develop Relationships which lead to customer confidence Obtain Information to enhance competitive position Gain Commitments Maximize Share All other activities are superfluous! Wrestling through inefficient sales and reporting tools Answering the same questions to all stakeholders Monthly searching for transfer business Sales is an art, a science, and a discipline; let’s treat it as such. 06/10/09 Inflection Point, LLC

3. What is Optimum? More face-to-face sales call More effective sales calls that meet and exceed your client’s expectations Higher closure rates More revenue Higher satisfaction of your clients Higher market-share 06/10/09 Inflection Point LLC

4. Today’s Situation We know all too well the situation ….. Tremendously Difficult Economy, uncertainty, moratorium on spending and investment However, regardless of macro economic conditions – business happens You can close a disproportionate amount of the available business through intelligent sales productivity disciplines Now is the time to be proactive, not reactive “Cutting Sales Cost, not Revenue” McKinsey, March ’09. “Courageous companies can use the downturn to make their sales operations not only less expensive but also more effective.” 06/10/09 Inflection Point LLC

5. Today’s Situation Cont. Majority of business requires face-to-face interaction Sales professionals need tools, business process and infrastructure that supports best practices and minimizes or eliminates admin overhead. Decision makers primary complaints of sales professionals include Lack of technical knowledge Incorrect information Inability to offer the right resources Failure to follow-up Taking time to explain the client’s business – training the sales person Resulting in business lost not by price, but by lack of preparation and perceived difficulty in doing business 06/10/09 Inflection Point LLC

6. Solution Velocity Reducing the time to Yes Access to right people – the decision makers, the approvers and the influencers Focus on the right opportunities High quality opportunities Profitable opportunities Winnable opportunities Best tools and business processes Removing irrelevant information and effort Best value up front Prompt information and answers to questions 06/10/09 Inflection Point LLC

7. How? Return of at least 10 hours per week to each sales professional for effective face-to-face sales interactions. Increase your sales force by 25% or more with no additional resources Optimized sales tools, sales business processes, sales services and sales process that models best practices and minimizes or eliminates administrative overhead. Information Entitlement The right information, to the right people, at the right time – before, during and after the sale Worldwide design influence tracking Worldwide channel independent reporting that matches design to production Holistic customer views from opportunity to end of life Funnel Health A pipeline that supports growth with winnable, high quality opportunities 06/10/09 Inflection Point LLC

8. Initial Area of Focus Activity management Sales professionals perform as many as 39 separate types of activities per day Top performers focus on 8 Middle performers focus on a different 6 Evaluation of activity versus focus often results in 5 hours per week in unproductive, urgent but of minimal impact activities 06/10/09 Inflection Point LLC

9. Move the Curve to the Right 06/10/09 Inflection Point LLC Effectiveness Number of People Core Hi Performers

10. Recommendation Evaluate activities Develop infrastructure to mitigate low value activities and allow focus on high impact activities – model the top performers. Evaluate the sales process Is it known, repeatable, and designed to achieve the desired results? Evaluate business process Is the business process supportive, neutral or interfering with sales closure? Evaluate the sales infrastructure Enhance, hinder or neutral to productivity? 06/10/09 Inflection Point LLC

11. Implementation and Adoption No business process changes, sales tools deployments, sales services or any recommendation will survive after implementation unless it is a condition of employment or it is accompanied by a detailed, logical, and inviting implementation and adoption plan. Inflection Point uses detailed implementation plans that address the holistic integration of the tool, process or service. Inflection Point uses a highly effective adoption program that invites, stimulates, sometimes amuses but insures your investment.

12. Results Guaranteed Your customers demand quality and reliability in your goods and services. You should demand the same from your partners. Inflection Point stands behind its service. If you are not satisfied with our service – there is no charge. If we fail to deliver on our claims – there is no charge. 06/10/09 Inflection Point LLC

13. Why Howard Hodges 20+ years experience in sales, sales leadership, sales operations, and sales productivity Created the Office of Sales Productivity at a Fortune 500 semiconductor company (TI) Charter Member of the Sales Operations Excellence Center, a practice of the Corporate Executive Board Increased sales efficiency by >25% Created, implemented and/or deployed worldwide a variety of sales infrastructure systems including channel independent reporting (a global transfer business tracking system), account aliasing, lead management, technical information management, communication management, commission management, sales tool integration and sales support services Managed the Americas Rep network Managed a Global Account Team that produced $300M annually 06/10/09 Inflection Point LLC

14. Why Howard Hodges cont Passionate about the art and science of sales and the discipline of sales operations Ability to evaluate, recommend and implement sales solutions that work Practical experience in all phases of sales and sales infrastructure Sales process development and training Sales management and coaching Territory management and customer segmentation Infrastructure creation, implementation and deployment Integration of sales models (direct, rep and distribution) Integration of sales forces Information creation and deployment BS Engineering and MBA 06/10/09 Inflection Point LLC

16. Inflection Point: The point at which the shape of the curve changes sign. Our purpose is to introduce strategies, tools, and services that accelerate your revenue, profit, and market share upward, beyond market forces. Your success is our passion.

17. Notes

19. Everyone Wants To Play In The Sales Sandbox Prospecting programs Sales guides and playbooks Competitive intelligence and positioning Differentiation strategy Executive selling skills and aides Case studies and reference programs Thought leadership and Influence program Sales knowledge management (portal) Portfolio certification programs Capability demos/ subject matter expertise Demand generation and lead management Solution presentations Collateral Client-facing tools Sales communications Account scoring and qualification Portfolio packaging and training Community marketing Territory planning and coverage models Account segmentation and targeting Business case and ROI proof Seminars and events Sales automation Credibility and credentials Win /loss analysis Account discovery and strategy Sales methodology and training Proposal and oral presentations Sales messaging and positioning

20. Sales People Are The “Tip Of The Spear” For B2B Our Framework – A P&L of Sales People