The document outlines the Gainful Variform Sales Solutions (GVS2) evaluation process led by Guy Vanderhoeven, focusing on assessing salespeople, systems, and strategies to optimize sales force effectiveness. It emphasizes the importance of having the right people in appropriate roles, developing skills, and aligning strategies for successful sales management. Additionally, it includes recommendations for training and role adjustments to enhance performance and ROI from development efforts.

1. OBJECTIVE MANAGEMENT GROUP’S Gainful Variform Sales Solutions – GVS² Guy Vanderhoeven SALES FORCE EVALUATION

2. WHAT IS IT? PEOPLE Evaluate STRATEGIES Evaluate SYSTEMS Evaluate

3. WHAT IS IT? RIGHT PEOPLE RIGHT ROLES Jim Collins: “You must have the right people in the right seats.” Can They Sell vs. Will They Sell What they Know vs. What They Will Execute Are They in the Right Roles? What Weaknesses Impede Their Success? Can they improve? By How much? Development Required? What are Reasonable Expectations? ROI From Development

4. WHAT IS IT? Brad Smart: “You must fill your organization with ‘A’ Players.” Are You Hiring the right people? Are Changes to Hiring Criteria Necessary? Are Changes to Hiring Process Needed? RIGHT PEOPLE SELECTION

5. WHAT IS IT? SYSTEMS EVALUATE Larry Bossidy: “You must evaluate your people, systems and strategies.” Do You Have the Proper Systems to Support Salespeople and Sales Managers? Are the Systems and Processes Being Used Effectively? What is the Relative Effectiveness of Sales Management What Must Change?

6. WHAT IS IT? STRATEGIES EVALUATE Larry Bossidy: “You must evaluate your people, systems and strategies.” Are the Strategies of the Sales Managers Consistent? Is the Sales Managers on Same Page? Are the Right Strategies in Place? Can Your Salespeople Execute the Strategies?

7. PREVIEW EFFECTIVENESS SALES MANAGEMENT We illustrate the overall effectiveness of sales managers in the five most important sales management functions.

8. PREVIEW EFFECTIVENESS SALES MANAGEMENT We show whether sales managers are investing time on the most appropriate sales management activities.

9. PREVIEW EFFECTIVENESS SALES MANAGEMENT An analysis of each salesperson’s relative level of discomfort by issue helps determine whether your company is hiring the right people.

10. PREVIEW SYSTEMS PROCESSES We analyze the use and effectiveness of sales management systems and processes to identify areas requiring action.

11. PREVIEW PIPELINE PROCESSES A pipeline analysis determines the quality and quantity of the sales pipeline.

12. PREVIEW PIPELINE PROCESSES We determines how effectively your sales force is handling crucial questioning and qualifying issues that determine pipeline quality.

13. PREVIEW STRATEGIES ALIGNMENT An analysis shows the sales management team’s alignment around 17 strategies that drive and support sales.

14. PREVIEW SKILL SETS SALES MANAGEMENT A skill set analysis shows whether your sales managers possess the required sales management skills.

15. PREVIEW SKILL SETS SALES A skill set analysis shows whether your salespeople possess the required sales skills.

16. PREVIEW ISSUES SALES We identify the significant weaknesses that prevent your salespeople from consistently executing.

17. PREVIEW TRAINING RECOMMENDATIONS We identify those who will benefit from training, the type of training and how much training they will require. INCENTIVE TO CHANGE

18. PREVIEW TRAINING RECOMMENDATIONS We develop a training curriculum for your sales force based on the issues we identified.

19. PREVIEW ROLES RECOMMENDATIONS We recommend role changes where appropriate.

20. PREVIEW ROI FROM TRAINING Based on the issues identified we calculate ROI from training.

21. PREVIEW CORE COMPETENCIES We illustrate our findings as sales core competencies

22. 1 2 EVALUATE SALES FORCE RAISE EXPECTATIONS HOW TO DRIVE REVENUE AND PROFIT 3 RECRUIT A PLAYERS 5 HOLD THEM ACCOUNTABLE 4 BEGIN DEVELOPMENT

23. http://www.objectivemanagement.com Dave Kurlan’s White Paper Validation Samples Testimonials Understanding the Sales Force World of Sales and Selling www.gv-s.be Objective Management Group, Inc.