Building Sales Teams that produce!

Capabilities Presentation

February, 2011

◦ Low new customer acquisition

◦ Increased competition

◦ Price/margin erosion in your market place

◦ Commoditization of Product and services “everyone sounds the same”

◦ Turnover of good people

◦ Diminishing customer loyalty

◦ Shrinking or stagnant wallet share from existing clients

◦ Increased customer defection

Business Issue

The Evolution of Sales Training

Sales Training alone WILL NOT solve your problem!

Sales Performance Automation

EVENT BASED TRAINING HAS A POOR IMPACT ON LONG TERM PERFORMANCE!

We build sales teams that Produce!

We do this by understanding the business value you offer to your customers

We assess your peoples ability to articulate this

We build or modify repeatable sales processes

We leverage current training, people and technology investments

We execute with predictable deliverables

We provide on-going sales leadership and support

What we do!

We do this by interviewing key executives, management and sales professionals

We use tools to extract why performance is lacking

We build a process that everyone can execute

We leverage an expert partner network

We execute by taking ownership!

We provide visibility to senior executives

We provide on going sales leadership and support through training and coaching systems

How we do this!

LERN - Change Execution Process

Sales Coaching Success System

Principal- LERN Inc. 17 Year career with Xerox Canada- Training, Sales, Sales Management, General Management Experienced at Building top performing sales teams Lean Six Sigma Green Belt Facilitated double digit sales growth at Cisco/Microsoft

partner Increased sales pipeline by 250% in 90 days with an IBM/EMC/Microsoft content management partner Experienced Sales and Management Coach Devoted husband to Lisa for 19 years and counting Taxi cab driver to Erika (16) and Nick (13) Hockey Coach

Introducing: Robert Triggs

Partner- LERN Inc. 18 years of experience running and growing multiple

companies from Xerox Global Services to ground floor internet software start-ups

As VP of Sales at a North American Managed Print Services HP Partner delivered 5 years of consistent year over year revenue growth between 35% and 45%

Specialty is developing Custom Sales Processes and Tools that becomes part of our clients core company culture and drive significant increases in sales team productivity resulting in revenue and profit growth

Devoted husband to Chrissy for 15 years and proud father of Jack (12) and Brooke (10)

Introducing: Rob Farrell

Partner- LERN Inc. 11 years of experience coaching sales success! As AchieveGlobal Sales Consultant delivered 5 years of

consistent year over year revenue growth! As VP of Sales built a $5M division and grew sales an

average of 15% year over year for 4 years! Reputation for build strong profitable business relationships Recognized as a closer My passion is helping sales professionals and sales

managers succeed! Ringette mom and coach Humour is my weapon

Introducing: Catherine Davies

Your company invests in long sales cycles and often has no decision or an RFP instead of a deal

Your sales people forecast large deals, expect a close and then can’t get a return phone call from the prospect

The top sales executive has to be involved in many deals

Sales forecasting is a burden, is inconsistent and often factored down

Sales team turnover is high due to a lack of performance

The sales organization does not have or use a proven repeatable sales process

Competitive deals are driving profit margin down significantly

The company's executives feel they are not getting enough return on the sales organization investment

Problems We Solve

If you are committed to doing what it takes to turn your sales force around, here is what we suggest:

Book some face to face time with us so we can learn more about your specific situation.

If we feel we can help, we’ll develop a proposal for you.

Book us by emailing Rob Triggs at:

Rob@lern.com647-808-LERN (5376)

Next Steps