Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Delivers Results

David DiStefanoPresident and CEO

Today’s Sales Effectiveness Challenge

U.S. companies spend

The average sales rep forgets

$5bil

With sales process alone, sales reps make quota With sales process, technology and coaching,sales reps make quota

<50%

of the time

87%

>90%

of the time

“Effective” Sales Training Matters

Aberdeen Group reported that“effective” sales training significantlyimproves performance

Best in Class Strategies to Sustain Sales Training Impact

The Key to Sales Effectiveness

Very Effective

9%

Effective 23%

Ineffective 24%

Somewhat Ef-fective

44%

Percentage of Respondents, N = 182

Effective

Ineffective

Most Struggle to Sustain Impact

68%are not effective

30 to 90 days49%

91 to 180 days26%

181 to 365 days6%

More than 1 year20%

Percentage of Respondents, N = 184

The Duration of Impact Varies

Almost 50%of companies sustain the impact of training for 90 days or less

Failure to Plan is a Plan for Failure

Ineffective Effective

Sustained training63% longer

(100 days)

more likely to establish post-development plans and prepare leaders to lead change

Planning Involves “Expectation Setting”

None of the above

Inform cross-functional leaders of the initiative

Create excitement through videos promoting the training

Prepare leaders to lead change

Make participants aware of how they’ll be evaluated

Establish post-training developmental plans

Establish and communicate key performance indicators the training will impact

Have managers communicate expectations for training outcomes

Communicate strategic importance of training to participants

Prepare sales managers to reinforce change

0% 20% 40% 60% 80%

7%25%

11%

21%

44%

31%

38%

48%

58%

41%

0%33%

35%

53%

63%

65%

67%

68%

70%

70%

Percentage of Effective Group, N = 57

2x

Sales Managers are Difference Makers

Establish CADENCE of activity

COACH on regular basis

INSPECT Verifiable Outcomes

USE “High-impact” QUESTIONSNone of the above

Sales process or skill development embedded in CRM workflow

Sales management process optimization

Pre-training sales behavior or personality assessment

Sales process optimization

Pre-training sales skills assessment

Learning Management System

Sales playbooks, guides, and tools

0% 20% 40% 60% 80%

18%

20%

11%

28%

21%

33%

35%

47%

2%

33%

35%

44%

44%

46%

51%

65%

Percentage of Effective Group, N = 57Percentage of Ineffective Group, N = 123

more likely to use sales management optimization3x

Technology Drives Sustained Behavior Change

Embed methodology Guide selling activities Make learning mobile

Strategies to Reinforce/Transfer

None of the above

Utilize gamification

Assess training adoption on an individual level

Communicate individual KPIs

Provide just-in-time coaching

Publicize individual/team sales performance levels

Provide opportunities for shadowing and on-the-job observation

Provide regular/ongoing coaching sessions

Provide opportunities to learn from peer experiences

Provide refresher training in core concepts

Provide individual feedback on skill assessments

0% 10% 20% 30% 40% 50% 60% 70%

13%

9%

17%

22%

30%

31%

33%

36%

38%

48%

31%

5%

18%

35%

35%

38%

38%

56%

56%

58%

58%

60%

Percentage of Effective Group, N = 55

Takeaways

Invest Establish post-training

developmental plans up front Utilize “gamification” Introduce mobile/tablet

solutions Evaluate, coach and provide

individual feedback

©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL13

A Best in Class Case Study

Train Key Selling Skills Using the New Sales Process Opportunity pursuit Strategic Account

development Strategic Questioning Skills Differentiating and Adding

Value Leveraging the Team Positioning Insights/New Ideas

Train Key Coaching Skills

Coaching to the Sales Process using Verifiable Outcomes

Coaching to Key Selling Skills Using the Manager Toolkit

Train Key Selling Skills Using the New Sales Process Opportunity pursuit Strategic Account

development Strategic Questioning Skills Differentiating and Adding

Value Leveraging the Team Positioning Insights/New Ideas

Train Key Coaching Skills

Coaching to the Sales Process using Verifiable Outcomes

Coaching to Key Selling Skills Using the Manager Toolkit

Define Develop

• Configure Systems CRM and Sales Tools Marketing automation

• Configure Systems CRM and Sales Tools Marketing automation

• Lead Change Leaders leading change

workshop

• Lead Change Leaders leading change

workshop

• Assess Talent & Skills Evaluate talent against sales

strategy Benchmark current skills

• Assess Talent & Skills Evaluate talent against sales

strategy Benchmark current skills

• Develop Processes & Practices Best and next practices

• Develop Processes & Practices Best and next practices

Drive

• Align Systems SAVO Sales Process Pro™ Marketing-sales alignment

• Align Systems SAVO Sales Process Pro™ Marketing-sales alignment

• Apply Skills Coaching to diagnostic results Manager Toolkit Coach-the-coach training

• Apply Skills Coaching to diagnostic results Manager Toolkit Coach-the-coach training

• Retain Knowledge QuickCheck: Mastery Topical webinars Good-to-great video

• Retain Knowledge QuickCheck: Mastery Topical webinars Good-to-great video

• Set Expectations Personalized Passport Change Story

• Set Expectations Personalized Passport Change Story

• Prevent Relapse Coaching communication

reminders Adoption questions

• Prevent Relapse Coaching communication

reminders Adoption questions

• Define Meaningful Metrics Business metrics Evaluation strategy

• Define Meaningful Metrics Business metrics Evaluation strategy

Richardson’s Sales Effectiveness System™

• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles

• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles

• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training

• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training

• Retain Knowledge QuickCheck: e-mail-a-day

learning reinforcement Special topic webinars Good to Great Videos

• Retain Knowledge QuickCheck: e-mail-a-day

learning reinforcement Special topic webinars Good to Great Videos

• Set Expectations Next step webinar* Personalized passport Change story

• Set Expectations Next step webinar* Personalized passport Change story

• Prevent Relapse Adoption questions Coaching communication

reminders

• Prevent Relapse Adoption questions Coaching communication

reminders

• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport

• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport

• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars

• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars

• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training

• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training

• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles

• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles

• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders

• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders

Sustainment Sponsorship Roadmap

• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles

• Align Systems Marketing-sales alignment SAVO Sales Process Pro™ Product profiles

• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training

• Apply Skills Coaching to diagnostic results Manager toolkits Coach-the-coach training

• Retain Knowledge QuickCheck: e-mail-a-day

learning reinforcement Special topic webinars Good to Great Videos

• Retain Knowledge QuickCheck: e-mail-a-day

learning reinforcement Special topic webinars Good to Great Videos

• Set Expectations Personalized passport Change story

• Set Expectations Personalized passport Change story

• Prevent Relapse Adoption questions Coaching communication

reminders

• Prevent Relapse Adoption questions Coaching communication

reminders

• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport

• Sales Executives: Positioning Change Story before Training• Sales Managers: Positioning Change Story after Training• L&D Lead: Facilitate Next Steps Webinar & Provide Passport

• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars

• Sales Executives: Kick-off QuickCheck Competition• Sales Managers: Play QuickCheck and Attend Webinars with Team• L&D Lead: Monitor QuickCheck & Host Special Topic Webinars

• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training

• Sales Executives: Attend Coaching-the-coach Training• Sales Managers: Coaching and Using Toolkits with Sales Teams• L&D Lead: Facilitate the Coaching-the-coach Training

• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles

• Sales Executives: Foster Agreement Between Sales & Marketing• Sales Managers: Sponsor the Use of Tools in CRM• L&D Lead: Facilitate Webinars on Tools in CRM & Product Profiles

• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders

• Sales Executives: Asking Adoption Questions• Sales Managers: Asking and Answering Adoption Questions• L&D Lead: Positioning Coaching Communication Reminders

Management’s Role in Sustainment

Specific Tools

Richardson QuickCheck™

Mobile Sales Enablement and Analytics• Sales reps master what was learned in the classroom

– Developed at Harvard Medical School– Extends knowledge retention by 70%– Supports sustainment of behavior change

Typical Learningand Forgetting Curves

Spaced Learning Reminders Improve Retention

Question Answer Response Explanation

Richardson QuickCheck™

Mobile Sales Enablement and Analytics

Sales Leader’s Dashboard

0 20 40 60 80 100

Percentage

61%

34%

Group Performance

Baseline

Mastery

Leaderboard

Richardson QuickCheck™

Mobile Sales Enablement and Analytics

SAVO’s Sales Process Pro (for Richardson)

• Reflects Richardson’s sales methodology

• Prescribes the right content, messaging, experts and coaching

• Keeps deals on track

• Automated relationship and value mapping

• Aggregated social intelligence

• Embedded collaboration space enables team selling

• Automated document creation and customization

• Mobile-first, intuitive design

SAVO’s Sales Process Pro (for Richardson)

SAVO’s Sales Process Pro (for Richardson)

• Verifiable outcomes tracked

• Deal Quality Index objectively measures overall deal health and trajectory

• Insights Dashboard gauges seller adherence to best practices

• Solution integrates fully with SFDC

©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL27

measurement is central to sustainment

©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL28

business results

on-the-job behaviors

knowledge retention

training satisfaction

Thank youFor more informationSAVO Web Site: www.savogroup.com

Sales First Nation: www.savogroup.com/sales-first-nation/

SAVO Products: www.savogroup.com/products/

SAVO Phone: 312-276-7700