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Sales Simulations for High Performers LearnShare Conference, Atlanta 9/14/06

Sales Simulations for High Performers LearnShare Conference, Atlanta 9/14/06. Mary Slaughter Director – Global Sales Training 770-750-2305 mfslaughter@lucent.com. Why A Simulation?. Business Drivers. Grow Revenue Executive alignment

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Sales Simulations for High Performers LearnShare Conference, Atlanta 9/14/06

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  1. Sales Simulations for High PerformersLearnShare Conference, Atlanta 9/14/06 Mary SlaughterDirector – Global Sales Training 770-750-2305 mfslaughter@lucent.com

  2. Why A Simulation? Business Drivers • Grow Revenue • Executive alignment • Increased focus on business development • Retain Top Performers • Intensive individualized coaching and self-reflection • Challenge the status quo • Enable Faster Behavioral Change • Replicate best practices • Encourage reasonable risk-taking • Integrate all professional skills, knowledge and experience, regardless of the source

  3. Results Performance Results Simulation Phases WarmUp

  4. Solutions SellingSkills Review • Business SituationIntroduction • PerformanceExpectations • Rounds 3 & 4 of Sales Calls • Coaching • Rounds 7 & 8 of Sales Calls • Coaching • Competitive Team Presentations • Simulation Revealand Debrief • Participant Impact Discussion • Rounds 1 & 2of Sales Calls • Coaching • Rounds 5 & 6 of Sales Calls • Coaching • Rounds 9 & 10 of Sales Calls • Coaching • Preparation for Next Day • Preparation for Next Day • Teams prepareanalysis andrecommendations for competitivepresentations Simulation Phases

  5. Required Expertise Simulation Methodology Development Lead (External) Industry, Customers & Competition (External) Portfolio & Sales Processes (Internal) Learning Strategies & Sales Curriculum (Internal) Timing Core “Screenplay”(6 months) Company structure, staff, politics & work processes(3 months) Train-the-Trainer & deployment logistics(3 months) Development Process

  6. Delivery Challenges Strong Executive Support External Talent Program Logistics Skills: Acting, Sales Coaching and Strategic Thinking Acumen: Sales, Industry and Business Attributes: Humor, “Tough Love” and Flexibility Participation: By invitation only(4 days out of field) Target: Top 10%,7+ years in sales, core training completed Venue: Residential Conference Center Attendance: 18 maximum (attrition sensitivity) Confidentiality: Tight controls on course materials

  7. Performance Phase • Structure (Ten, two-hour rounds) • Sales Call Planning 75 Minutes • Sales Call 15 Minutes • Coaching 20 Minutes • Break 10 Minutes • Coaching Focus • Skills used to achieve the results, not the results themselves • Emphasis: Thinking, Relating & Communicating • Account penetration strategies driving sales call execution

  8. Evaluation Results Level 1 Results 4.57 Job Application 4.84 Instructors Overall4.79 4.54 4.43 Content Organization Results are shown using Likert Scaling

  9. Evaluation Results Results are shown using Likert Scaling

  10. Field Impact (90 Days) • Positive Behavioral Changes • Increased Pre-Call Planning • Improved Questioning and Listening Skills • More Risk Taking • Greater Teamwork • Renewed Customer Focus • Stronger Value Propositions • 83% improved their value propositions

  11. Field Impact (90 Days) • Increased Account Penetration • 72% noted improvements • Up-scope pending opportunities • Greater or new access to executive suite • Increase volume of executive meetings • Business discussions with new departments • Expanded Sales Funnel 53% increased their sales funnels New Opportunities = $105M

  12. Marsh White, Inc. Company Profile New Jersey based consulting organization that provides practical sales & sales management advice, coaching and training to experienced professionals in competitively volatile business environments worldwide. Specialize in business development and custom sales simulations. Principal Charles P. Krempa marshwhite@worldnet.att.net 973.228.5830 Selected Clients AT&T, Bell Labs, Boeing, Dow Chemical, General Electric, Metropolitan Life Insurance, Lucent Technologies, Novartisand Steelcase.

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