Sales RaceHorses Selling Effectiveness Diagnostic

I. What Do I Get?

II. Who Should Perform a Sales RaceHorses Selling Effectiveness Diagnostic?

III. How Will It Benefit Me?

IV. What is the Process?

V. What Does Sales RaceHorses Fee Include?

VI. What Are the Next Steps?

VII. What Do I Need to Supply to Sales RaceHorses to Get the Most Out of My Diagnostic?

I. What Do I Get?

1. Selling Effectiveness Proficiency Assessment
2. Client Specific Selling Effectiveness Capabilities Prioritization
3. Action Recommendations

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II. Who Should Perform a Selling Effectiveness Diagnostic?

There are a variety of reasons for taking advantage of our Selling Effectiveness Diagnostic services. Some of the reasons can be seen in our client success stories / case studies.

Any Sales Executive facing the following challenges will benefit from our support:

• Competition in the marketplace
• Sales growth expectations
• Profit growth expectations
• Need for peak performing sales reps
• Market share growth requirements
• Expectations for increased share of customer
• Uninspired or unmotivated sales force
• New product launches
• Improved communications

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III. How Will It Benefit Me?

1. You will receive a prioritized roadmap specifying exactly which components of your selling process and/or sales force skillsets will benefit from training, coaching, or other optimization approach.
2. obtain an external perspective on key selling effectiveness components from a highly skilled industrial equipment manufacturing executive
3. Receive guidance on future allocation of selling effectiveness resources
4. Receive profitability impact and prioritization ranking for critical selling effectiveness initiatives

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IV. What is the Process?

1. Client Sponsor and Scott Trunkett establish goals and objectives for Diagnostic
2. Schedule 1-hour telephone interviews with key Client stakeholders. Recommended interviews with two Sales Reps and/or Distributors, one Senior Sales Executive, one Marketing Executive, one Regional Sales Manager, and one Customer Service Rep
3. Schedule one-on-one Assessment Interviews at Client site
4. Client forwards sales process documentation and information to Scott in preparation for telephone interviews
5. Scott prepares for telephone Assessment Interviews
6. Scott performs telephone interviews with Client Stakeholder reps
7. Scott performs preliminary Selling Effectiveness Assessment in preparation for one-on-one on-site interviews
8. Scott travels to Client site to perform one-on-one Assessment Interviews
9. Scott performs final Selling Effectiveness Assessment and Diagnostic off site
10. Scott submits final Diagnostic and Assessment to Client Sponsor
11. Telephone/Webcast Diagnostic debrief with Client Sponsor

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V. What Does The Diagnostic Fee Include?

The fee arrangement is designed to minimize the risk to our Client while providing them the opportunity to capture significant valuable insight into their business and to get to know our capabilities and style. We am confident that the Client will be so satisfied with the results of the Diagnostic services that they will consider our services when they are in need of more in-depth support for the execution and implementation of significant change initiatives. Therefore, the nominal Diagnostic fee is capped and inclusive of the following:

1. Six preliminary telephone Interviews
2. Preliminary assessment and preparation for one-on-one on-site interviews
3. One day of on-site interviews
4. Final Diagnostic Analysis, Assessment, and Recommendations
5. Final Diagnostic Debrief via telephone/Webinar
6. Travel to a single Client location for one day of on-site interviews. This includes one night of hotel expenses. Additional nights, if required, will be charged at Sales RaceHorses cost.

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VI. What Are the Next Steps?

1. Client Sponsor and Sales RaceHorses execute Confidentiality Agreement
2. Client Sponsor executes Sales RaceHorses Fee Agreement
3. Client Sponsor identifies appropriate stakeholders, and schedules telephone interviews
4. Client Sponsor collects and forwards appropriate information to Scott in preparation for telephone interviews
5. Client Sponsor and Scott schedule on-site interview date

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VII. What Do I Need to Supply to Get the Most Out of My Diagnostic?

In order to ensure that Client receives maximum value for their investment, it is important for them to provide significant collaborative support and commitment to the process. This includes supplying as much information as practical to the Scott in advance of the project.

The list below illustrates some typical information that will contribute signicantly to the outcome of the project:

• Documentation of Client's opportunity pipeline/funnel management process
• Opportunity proposal process
• Sample proposal(s)
• Description of any sales training programs
• Product/competitor analyses
• Product catalog
• Sales/Marketing collateral
• Documentation of sales rep recruiting and onboarding processes
• Sample sales forecast
• Marketing survey results
• Market share reports
• Margin reports by product or product line
• Definition of Client Mission, Vision, Guiding Principles
• Strategic Plan

I understand that much of this information is sensitive, and I don't require that you send us any of it. Access to the information will greatly facilitate the project, however. I treat all Client information, no matter how sensitive, with the utmost confidence as defined within our nondisclosure agreement.

If you prefer not to send any information, and are willing to show me the information when I visit your site, that is fine, too.

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