unleashing PERFORMANCE maximizing POTENTIAL

www.MatrixAchievement.com

1 what makes us different? 2 who we are 3 accelerated revenue track (A.R.T.) 4 sampling of the A.R.T. process 5 PAIDA™ consulting services 6 LIGER interviewing instrument 7 sales training 8 sales programs 9 management training

10 manager programs11 mx sales coach for sales professionals12 how mx sales coach works13 mx sales coach for managers14 mx sales coach manager benefits15 professional competencies of mx sales coach16 testimonials

table

of CO

NTEN

TS

Matrix Achievement presents a proprietary and synthesized

“end to end” platform solution that allows you to:

▪ Compress “time” to effectiveness ▪ Protect margins ▪ Increase sales ▪ Reduce key talent turnover ▪ Hire and sustain the “right” talent ▪ Compress sales cycles ▪ Build customer loyalty ▪ Track revenue impact of training dollars

WELCOME to the new world of PROVEN, practical and POWERFUL solutions.

21

Our partners bring more than 70 years of successful

sales, marketing, senior management and executive

level experience. Our team is comprised of adult learning

professionals, former sales executives, and content experts.

▪ Attained success with Fortune 500, mid-size, and start-up companies

▪ Trained & developed more than 13,000 sales people and 1,400+ managers

▪ Utilizes experts in your specific industry

who W

E ARE

what

make

s us

DIFF

EREN

T?

Matrix Achievement Group is the only comprehensive “end to

end” integrated solutions platform that provides cost-effective

and measurable results.

▪ Candidate selection instruments ▪ Diagnostics for the sales force and sales person ▪ Customized content from industry experts ▪ Reinforcement mechanisms for skill adoption and retention ▪ Resources to equip & engage managers to develop their teams ▪ Tailored on-going development ▪ Live facilitation

TALENT DIAGNOSTICS / talent selection / TALENT DEVELOPMENT

TAILORED SOLUTION for a COMPETITIVE ADVANTAGEMatrix Achievement provides consulting, training,

and online training solutions for sales professionals

and managers. Our comprehensive sales force solutions

help you unleash maximum performance for achieving

your business objectives.

DEVELOPED by EXPERTS, DRIVEN by EXPERIENCE

43

At Matrix Achievement, we give you a variety of

development initiatives. All of them are designed to

increase the overall performance of your sales team so

they can achieve your business goals. You’ll be able to

discover unknown business challenges and then be guided

to overcome them. The best thing about our customized

processes? They can be replicated for continual success.

Acce

lerate

d Rev

enue

Tra

ck (A

.R.T.)

NOT THE typical “QUICK-FIX”, but a CUSTOMIZED PROCESS

▪ Perform a needs analysis of your current environment (customers, products, primary and secondary competitors).

▪ Identify the sales skills necessary to be successful in your company’s unique environment.

▪ Focus learning and development on the competency gaps. Integrate multiple best-of-breed concepts to drive the learning.

▪ Map out ongoing reinforcement mechanisms prior to delivery of the first learning programs.

▪ Integrate multiple learning styles into content to be delivered to ensure that all participants understand the message.

▪ Provide the right information to the right person at the point of selling.

▪ Deliver at the right “time” in their career.

PROV

EN an

d POW

ERFU

L

sampling of the A.R.T. PROCESS

65

PAID

A™ co

nsult

ing se

rvice

LIGER

inter

viewi

ng

instru

ment

PAIDA™ establishes the best practices to improve

individual sales call performance. This service covers:

identifying critical components associated with rapport

building, creating interest, customer behaviors, probing,

demonstrating value, and advancing commitment.

Sales Force Competency

With this analysis, Matrix uses more than 125 questions

that can be customized to uncover the impediments of

driving revenue. It then provides solutions necessary to

unlock your sales force’s performance potential.

building customer LOYALTY Matrix commissioned behavioral scientists to develop

LIGER, an innovative sales interviewing tool to assist

managers in determining the best hire, as well as sustain

and/or increase the level of talent in their organization.

Here are the main features of LIGER:

▪ Matches the candidate’s performance probability dimensions to those of your company’s top performers

▪ Provides the hiring manager with interview strategies and questions that have been customized for that specific candidate

▪ Provides the hiring manager with a post-hire development plan based on the candidate’s strengths and weaknesses

hire the RIGHT TALENT; DIAGNOSE current talent.

87

Matrix Achievement goes beyond merely offering training

“events”, we bring fragmented processes and skills back into

alignment for maximum sales performance. True performance

development involves incorporating reinforcement and

feedback that drives motivation and retention throughout the

entire sales force, at every level.

Remember, we’ve trained more than 13,000 sales professionals.

sales

TRAIN

ING

develop SKILLS. get RESULTS. Currently, Matrix offers more than 13 selling skills programs.

Here is a sample of our skill development initiatives:

▪ The Best Seller ▪ Negotiations ▪ Executive Level Selling ▪ Complex Sale ▪ Territory Planning ▪ Selling Customer Value and Profitability ▪ Selling to Committees

SALE

S PRO

GRAM

S

109

MAN

AGEM

ENT t

raini

ng

For managers, more than 16 programs have been

created for specific development areas. Here are some:

▪ Performance Coaching I and II ▪ Analyzing and Assessing Sales Rep Competencies ▪ Interviewing and Hiring ▪ Field Mentoring: EI and Increased Sales ▪ Presentation Skills ▪ Critical Problem Solving/Decision Making ▪ Team Building: Cornerstone of High Performance ▪ Developing Intuitive Decision Making Skills ▪ Navigating Change Management ▪ Customized Management Programs ▪ Product Management Training

MAN

AGER

prog

rams

Managers are the heart of the business and the motivating

force of their sales people. From the very start of making

the right hire, to developing your current talent, to making

sure profit margins are retained…our programs assist in all

functions of critical management practices.

Remember, we’ve trained more than 1,400 managers.

provide VALUE as a MANAGER. MAKE your BUSINESS thrive.

HIT YOUR NUMBERS / hire talent / DEVELOP TALENT

1211

Sales people aren’t identical, so their training shouldn’t be

either. MX Sales Coach is your customized performance

solution. MX Sales Coach provides participants access to

sales evaluations and training tools such as assessment

tests, podcasts and specialized PDF documents. Here are

just some of the benefits:

▪ Increase sales and hit your numbers ▪ Learn your strengths & weaknesses ▪ Attain higher margins and quota ▪ Compress sales cycles ▪ Build customer loyalty

MX S

ALES

COAC

H for

sales

profe

ssion

als

Step 1: Identify

Take the Sales Obstacle Assessment that

identifies skill gaps against 19 professional selling

competencies. This diagnostic tool automatically

generates a tailored training plan that highlights

opportunities for skill development.

Step 2: Develop

Inside your tailored report, MX Sales Coach

automatically populates training content that

is made specifically for you from a selection of

more than 88 audio files and 93 hardcopy action

guides. Your customized plan will provide you with

short skill insights and action steps to drive revenue

impact. Videos of the sales force’s best practices are

conveniently stored for future use and mobile 24/7

access. You can get the right information you need

seconds before making a sales call.

Step 3: Achieve

Track the direct impact on your sales and income from

your increased skill proficiency.

how

MX S

ALES

coac

h WOR

KSIDENTIFY. DEVELOP. ACHIEVE.

1413

MX

sales

coac

h for

MAN

AGER

SDiagnostic tools help managers identify the

competency needs of the sales individual and team.

You receive an aggregated report that indicates the

common skill gaps across all team members. Our

assessments also give insight on how each person

prefers to be managed so you can maximize their

potential. With this program, everyone receives

advantages:

▪ Tailored to the individual ▪ Mobile self-development for your team (24/7) ▪ Drives motivation, adoption and retention of new skills ▪ Provides targeted content for team meetings ▪ Allows you to collect and store best practices (stop

reinventing the wheel) ▪ Establishes culture of performance ▪ Employee recognition ▪ Continuous Development

- MX Sales Coach provides the platform and automated process for keeping your sales people engaged and progressing

mx sa

les co

ach

mana

ger B

ENEF

ITS

Do you have the tools and resources to create a high-

performing team?

Without the right people, or an effective process to engage them, your sales will always struggle. As a manager, this is what we will help you achieve:

▪ Hire the right talent ▪ Diagnose your current talent ▪ Increase sales force performance while reducing costs ▪ Compress the time it takes to develop your team ▪ Convert competitive business ▪ Track the impact of your employees’ training

Manager’s login view (www.MXSalesCoach.com)

1615

The 20 Professional Selling Competencies of MX Sales Coach:

▪ Multiple Influencer Sale ▪ Approaching/Starting

the Call ▪ Goal Setting ▪ Demonstrating Value ▪ Time Management ▪ Pre-Call Planning ▪ Consultative Selling ▪ Prospecting ▪ Qualifying ▪ Discovering Pain & Need

Also includes: Attitude, Motivation, and Superstar Ingredients

profe

ssion

al co

mpete

ncies

of

MX S

ALES

COAC

H “A powerful combination that is fun and results-oriented. This

is truly ongoing training that can be implemented in the real

world versus reading a book or going through a traditional

training class.” - Richard Whiddon, VP of Sales

“We formerly had a tendency to react and reduce pricing

when a customer started asking for that 10% discount. After

this course, I approached my largest target again. The call

went smoothly and I felt in control, confident, and gained

their immediate attention. No longer was I just a vendor to

them, I was a true business partner.” Jon R. Brower, Corporate

Key Account Manager

“MX Sales Coach has captured the best ideas and techniques used

in the sales profession, and managed to translate them into easy-

to-apply fundamentals. I have since added many of the logical

principles to my sales toolbox.” Erik O’Borsky, CEO, CCS

“Very powerful and more important, very useful.” Phil Lucey, AVP

“MX Sales Coach is just what I’ve been looking for...a tool where I can

find the answer to questions and scenarios that I experience on a

daily basis.” Thomas Hornstrup, Regional Manager, Europe

TEST

IMON

IALS

Additionally, we can help you create & load your own customized content on MX Sales Coach. Ask us about this.

▪ Science of Persuasion ▪ Rejection Resilience ▪ Emotional Intelligence/

Self-Management ▪ Conflict Management ▪ Listening Skills ▪ Getting Key Appointments ▪ Post-Call Review ▪ Advance the Sale ▪ Closing the Sale ▪ Negotiations

Manager’s login view (www.MXSalesCoach.com)

Matrix Achievement Group9245 Poplar Ave., Suite 8 #206 / Germantown, TN 38138info@MatrixAchievement.com / 800.772.1172 / 901.756.7613

www.MatrixAchievement.com

Are you ready to unleash your team’s performance? Call us.