top gun overview 3-19-14

© 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


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


Dynamics of Learning and Development


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


FORMULA FOR SALES EXCELLENCE

Sales ReadinessSales PlanningSales Execution

Sales Performance


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


• 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


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.


Secrets of High Performing Sales Teams


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?

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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


SIMPLE FORM: WE KNOW THIS STUFF

WE KNOW SALES

WE KNOW HUMAN CAPITAL DEVELOPMENT

WE KNOW TECHNOLOGY

S PM


We are CRM Agnostic


We are Sales Methodology Agnostic


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


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


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.


OUR TOOLS – The Periodic Table


A manager would use this tool to review the

elements that impact the competency of “Forecasting”

as in this case.


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 Messaging & Tools



Sales Messaging & Tools


Product Certifications

Solutions Selling

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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=qSGMZU1xRx4uKM&tbnid=zpiCs1ZVzHbXCM:&ved=0CAUQjRw&url=http://www.valuewalk.com/2012/05/gtsi-corp-to-be-acquired-sold-too-early/&ei=V6KMUqfiGrOqsQSv2IHICA&bvm=bv.56643336,d.cWc&psig=AFQjCNFxhIgDOdMAtizM-tRDcPaUvIXH2w&ust=1385034690324167


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


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


NETWORK MONITORING CENTER


CLASSROOMS


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


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

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=j_zAg9pBXf3JwM&tbnid=0JisEX1LP1k_mM:&ved=0CAUQjRw&url=http://www.prweb.com/releases/autohausaz/azcompaniestowatch/prweb1376584.htm&ei=wG2NUqL8EfSqsATm0oCoAw&bvm=bv.56988011,d.cWc&psig=AFQjCNEQ06JTUrpe3MjrPCQnUIw0Z_FU3w&ust=1385086711329813


CONTACT

Paul D’SouzaVice President of Sales

Email -- [email protected] Website – www.topgunhq.com

Direct - 513-234-4411Mobile - 408-529-2385

top gun overview 3-19-14

Business

gun sales performance

sales performance equation

gun performance solutions13

execution o

world of sales

opportunities o

confidence o

sales culture