top gun overview 3-19-14
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© 2013 TOP GUN PERFORMANCE SOLUTIONS1 DATESLIDE 04/11/2023
TOP GUN SALES PERFORMANCE. High Level Corporate Capabilities
© 2013 TOP GUN PERFORMANCE SOLUTIONS2 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS2 DATESLIDE 04/11/2023
HOW WE COULD HELP YOU NOW
o Sales Performance Management Consultingo Sales Methodology Reviewo Sales Learning Assets Reviewo CRM Review and Redesign
o Learning Content Management Platformo Certification Toolso Coaching Tools – The Periodic Table For Sales Performanceo Mobile Learning Applications
o Sales Performance and Leadership Workshops
o Executive Leadership Training
© 2013 TOP GUN PERFORMANCE SOLUTIONS3 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS3 DATESLIDE 04/11/2023
OUR VALUE PROPOSITIONS
o We make driving excellence through your organization systematic, measurable and predictable. Through consulting.
o We help our clients sell more and be more profitable. Through Training and Certification.
o We provide a complete suite of web based and mobile technologies to improve the skill level of your teams.
o We offer all this within a sales culture of on going Coaching
© 2013 TOP GUN PERFORMANCE SOLUTIONS4 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS4 DATESLIDE 04/11/2023
Dynamics of Learning and Development
© 2013 TOP GUN PERFORMANCE SOLUTIONS5 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS5 DATESLIDE 04/11/2023
o It is not a personal, or even personnel issue.
o It is a failure to commit to collect, codify, and transfer the best selling practices and tools from your corporate collective knowledge.
o It is a failure to create an environment of accountability for sales readiness, sales planning, and sales execution.
o It is a failure to consistently and effectively coach and develop the skills of your team.
LACK OF SALES EXCELLENCE IS AN ORGANIZATIONAL FAILURE
© 2013 TOP GUN PERFORMANCE SOLUTIONS6 DATESLIDE 04/11/2023
FORMULA FOR SALES EXCELLENCE
Sales ReadinessSales PlanningSales Execution
Sales Performance
© 2013 TOP GUN PERFORMANCE SOLUTIONS7 DATESLIDE 04/11/2023
THE ONLY THINGS WE CAN AFFECT
o What you need to know to be effective and successful
o Details and methods that help guide your decisions
Knowledge Beliefs ResultsBehaviorsAbilities
o The things that you value
o The activities in which you have confidence
o Align the values of you and your company
o Investing in yourself & others is a cause worthy of your effort
o Critical eye for skill assessment of your team
o Powerful personal selling skills development
o Increased ability for you to win opportunities
o Proactively assess your team and work towards improving their skills and abilities
o Coach regularly, effectively
o Implement a systematic approach to performance and execution
o Better, more consistent financial results
o Higher and more consistent quota attainment
o Make more money for you, your team, and your shareholders
© 2013 TOP GUN PERFORMANCE SOLUTIONS8 DATESLIDE 04/11/2023
• Strategic Account Selling• Consultative Selling• Conversational
Interrogation• Prospecting & Acquisition
SALES EXCELLENCE
• Territory Strategy• Presentation Preparation• CRM & Account Mapping• Opportunity Strategy
SALES PLANNING
• Performance Assessment• Online Learning &
Knowledge Transfer• Experiential Learning• Skill & Proficiency Building
SALES READINESS
SALES COACHING SALES COACHING
• Higher attainments• Increased margins• Increased close rate• Strong relationships• Customer intimacy
SALES PERFORMANCESALES EXECUTION
OUR SALES PERFORMANCE EQUATION
© 2013 TOP GUN PERFORMANCE SOLUTIONS9 DATESLIDE 04/11/2023
Hire Attributes
Transfer Knowledge
Build Skills
ProficiencyDrive
The Performance Pyramid
KNOWLEDGE:Awareness or familiarity gained by experience of a fact or situation.
SKILL:Actionable knowledge. The ability to do something with your knowledge, reasonable well
ATTRIBUTE:A quality, feature, or character inherent in someone or something
BUILD:Consistent coaching, communication, and feedback on performance.
TRANSFER:Continuously share and transfer both explicit and tacit knowledge.
HIRE:Attitudes, Aptitudes, and Attributes are hardest to develop and take longer.
PROFICEINCY:A high degree of skill or expertise. Ability to perform well, on demand
DRIVEConsistent vigilance to maintain and duplicate a level of mastery.
© 2013 TOP GUN PERFORMANCE SOLUTIONS10 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS10 DATESLIDE 04/11/2023
Secrets of High Performing Sales Teams
© 2013 TOP GUN PERFORMANCE SOLUTIONS11 DATESLIDE 04/11/2023
The World of
Sales
Coaching
The Essence of Sales Performance Management
The World of
Human Resource
Development
The World of
Information Technology
Does your CRM System support and enforce your key selling activities and outcome?
Are your learning assets being delivered real-time for contextual learning?
Is coaching required? Is it measured? Do you have a process? Is content provided?
Do you have visibility into these critical areas?
© 2013 TOP GUN PERFORMANCE SOLUTIONS12 DATESLIDE 04/11/2023
The Essence of Sales Performance Management
Coaching
Sales
Human Resource
Development
Information Technology
The magic of what we do is how we harmonize the synergies
between these three disciplines
© 2013 TOP GUN PERFORMANCE SOLUTIONS13 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS13 DATESLIDE 04/11/2023
SIMPLE FORM: WE KNOW THIS STUFF
WE KNOW SALES
WE KNOW HUMAN CAPITAL DEVELOPMENT
WE KNOW TECHNOLOGY
S PM
© 2013 TOP GUN PERFORMANCE SOLUTIONS14 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS14 DATESLIDE 04/11/2023
We are CRM Agnostic
© 2013 TOP GUN PERFORMANCE SOLUTIONS15 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS15 DATESLIDE 04/11/2023
We are Sales Methodology Agnostic
© 2013 TOP GUN PERFORMANCE SOLUTIONS16 DATESLIDE 04/11/2023
SOLUTIONS WE PROVIDE
Lead Generation
Inside Sales Support
Customer Care & Call Center
Sales Messaging
Corporate Capabilities Presentations
SALES RESOURCES & TOOLS
SALES PERFORMANCE
Establish a School of Sales Excellence
Sales Training to Skills Certification
Custom Online Learning Development
Build Coaches & Coaching Methods
Provide Great Sales Learning Content
SALES TECHNOLOGIES & TOOLSCRM Plug-ins for Sales Performance Mgt
Standalone Customer-facing Sales Tools
Integrated Learning Management for
CRM
Visual dashboards for Metrics
Mobile-Learning reinforcement platform
© 2013 TOP GUN PERFORMANCE SOLUTIONS17 DATESLIDE 04/11/2023
TOOL & TECHNOLOGY
• Resource Center – a collaborative knowledge repository
• SCORM Compliant LMS
• Certification Modules
• The Flight Plan Sales Collateral, Research, Presentations and Content
• The Periodic Tables as a Coaching Tool
• Native Mobile Applications – for Tablets and Phones
© 2013 TOP GUN PERFORMANCE SOLUTIONS18 DATESLIDE 04/11/2023
THE PERIODIC TABLE OF PERFORMANCE
Is a concept/tool designed to help managers identify performance issues more accurately, assess the potential root cause(s) more precisely, and target developmental efforts more narrowly on the cause rather than the symptoms.
It teaches the manager the components and structure of performance so that they become increasingly knowledgeable and proficient when coaching their employees.
The Table uses a chemistry metaphor as the basis for deconstructing performance competencies into their basic “elements” allowing the manager to more clearly understand the required components and also how each can impact performance.
© 2013 TOP GUN PERFORMANCE SOLUTIONS19 DATESLIDE 04/11/2023
OUR TOOLS – The Periodic Table
© 2013 TOP GUN PERFORMANCE SOLUTIONS20 DATESLIDE 04/11/2023
A manager would use this tool to review the
elements that impact the competency of “Forecasting”
as in this case.
© 2013 TOP GUN PERFORMANCE SOLUTIONS21 DATESLIDE 04/11/2023
A FEW OF OUR CLIENTS
Sales Performance Management
Lead Generation & ISR Support
Solutions Migration
Sales Messaging & Selling Tools
Selling Skills Training/Certification
Indirect Channel Enablement
Sales Performance Management
Sales Messaging & Tools
Selling Skills Training/Certification
Sales Performance Management
Sales Messaging & Tools
Selling Skills Training/Certification
Product Certifications
Solutions Selling
© 2013 TOP GUN PERFORMANCE SOLUTIONS22 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS22 DATESLIDE 04/11/2023
Technologies we have that might help
oResource Library & Collaboration tooloFlight Plans and Playbooks designed to provide the right
knowledge, expertise, and resources at the point of needoLearning Management System integrated into your CRM for
contextual, on-demand learningoCRM add-ons for specifically sales process, sales planning &
sales strategiesoCoaching process, tools, and applicationoCustomer facing presentation tools that resonate with clientsoA Mobile-learning platform providing:
oDaily (or frequent) reinforcement of recent learning events with…oUsage statistics, metrics, and learning promotion
© 2013 TOP GUN PERFORMANCE SOLUTIONS23 DATESLIDE 04/11/2023© 2013 TOP GUN PERFORMANCE SOLUTIONS23 DATESLIDE 04/11/2023
We believe that…
oLearning, Sales Best Practices, and Resources must be tightly integrated into the operational support system (CRM) that the sales persons use dailyoA structured approach to skills development that supplies content, measures (standards), rigor, and visibilityoTo achieve your greatest selling potential you must bring together the three disciplines of: Sales, Information Technology, and Human Resource DevelopmentoCoaching is the fulcrum to making all of this happen
© 2013 TOP GUN PERFORMANCE SOLUTIONS24 DATESLIDE 04/11/2023
NETWORK MONITORING CENTER
© 2013 TOP GUN PERFORMANCE SOLUTIONS25 DATESLIDE 04/11/2023
CLASSROOMS
© 2013 TOP GUN PERFORMANCE SOLUTIONS26 DATESLIDE 04/11/2023
5155 Financial Way, Mason, OH 45040
Founded in 2000, privately held
Facilities
68,000SQFT Class-A office building
Host the Mason Tech Center
Redundant Power generation, multiple fiber-optic connectivity
Primary Business Offerings
Sales Performance & Certification
Inside Sales & Lead Gen
Content Development
Application Development
Digital Signage
ABOUT TOP GUN SALES PERFORMANCE
© 2013 TOP GUN PERFORMANCE SOLUTIONS27 DATESLIDE 04/11/2023
Recognition
Inc. 500/5000
Fastest Growing
Companies in America
2011, 2012
Premier Partner Award
Business Courier’s Fast 55Fastest Growing
Companies 2008,2009, 2010, 2012
Ciny Magazine’
sTri-State Success Award
2010, 2011, 2012
Panasonic Partner Award
Excellence in Business
Partnership
2010, 2012
Business Courier’s
Green BusinessEco-focused
2010
© 2013 TOP GUN PERFORMANCE SOLUTIONS28 DATESLIDE 04/11/2023
CONTACT
Paul D’SouzaVice President of Sales
Email -- pdsouza@topgunhq.com Website – www.topgunhq.com
Direct - 513-234-4411Mobile - 408-529-2385
© 2013 TOP GUN PERFORMANCE SOLUTIONS29 DATESLIDE 04/11/2023
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