Sales Simulations for High PerformersSales Simulations for High PerformersLearnShare Conference, Atlanta 9/14/06LearnShare Conference, Atlanta 9/14/06

Mary SlaughterDirector – Global Sales Training

770-750-2305 mfslaughter@lucent.com

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Why A Simulation?Why A Simulation?

Business DriversBusiness Drivers

Grow Revenue• Executive alignment• Increased focus on business development

Retain Top Performers• Intensive individualized coaching and

self-reflection• Challenge the status quo

Enable Faster Behavioral Change• Replicate best practices• Encourage reasonable risk-taking• Integrate all professional skills, knowledge and

experience, regardless of the source

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Time Day 1 Day 2 Day 3 Day 4

Morning

Noon Lunch Lunch Lunch Closing Remarks

Afternoon Lunch & Departure

Evening

WarmUp

Performance

Results

Results

Simulation PhasesSimulation Phases

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Simulation PhasesSimulation Phases

Time Day 1 Day 2 Day 3 Day 4

Morning

Noon Lunch Lunch Lunch Closing Remarks

Afternoon Lunch & Departure

Evening

• Solutions SellingSkills Review

• Business SituationIntroduction

• PerformanceExpectations

• Rounds 1 & 2of Sales Calls

• Coaching

• Rounds 3 & 4 of Sales Calls

• Coaching

• Rounds 7 & 8 of Sales Calls

• Coaching

• Rounds 5 & 6 of Sales Calls

• Coaching

• Rounds 9 & 10 of Sales Calls

• Coaching

• Preparation for Next Day

• Preparation for Next Day

• Teams prepareanalysis andrecommendations for competitivepresentations

• Competitive Team Presentations

• Simulation Revealand Debrief

• Participant Impact Discussion

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Development ProcessDevelopment Process

Required ExpertiseRequired Expertise• Simulation Methodology

Development Lead (External)

• Industry, Customers & Competition (External)

• Portfolio & Sales Processes (Internal)

• Learning Strategies & Sales Curriculum (Internal)

TimingTiming• Core “Screenplay”

(6 months)• Company structure,

staff, politics & work processes(3 months)

• Train-the-Trainer & deployment logistics(3 months)

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Delivery ChallengesDelivery Challenges

External External TalentTalent

Strong Strong Executive Executive SupportSupport

Program Program LogisticsLogistics

Skills: Acting, Sales Coaching and Strategic Thinking Acumen: Sales, Industry and BusinessAttributes: Humor, “Tough Love” and Flexibility

Participation: By invitation only(4 days out of field)Target: Top 10%,7+ years in sales, core training completed

Venue: Residential Conference CenterAttendance: 18 maximum (attrition sensitivity)Confidentiality: Tight controls on course materials

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Performance PhasePerformance Phase

• Structure (Ten, two-hour rounds) – Sales Call Planning 75 Minutes– Sales Call 15 Minutes– Coaching 20 Minutes– Break 10 Minutes

• Coaching Focus– Skills used to achieve the results, not the results

themselves– Emphasis: Thinking, Relating & Communicating– Account penetration strategies driving sales call

execution

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Evaluation ResultsEvaluation Results

Level 1 ResultsLevel 1 Results

Overall

4.794.79Inst

ruc

tors

4.43

Org

aniz

atio

n

Co

nte

nt

4.544.57

Job

Ap

plic

atio

n4.84

Results are shown using Likert Scaling

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Evaluation ResultsEvaluation Results

Results are shown using Likert Scaling

Level 2 ResultsLevel 2 ResultsAttribute Pre-

ProgramPost

Program%

Change

Account Management 3.45 4.00 11%Communication Skills 3.40 4.05 13%Customer Needs Assessment 3.45 4.05 12%Business and Competitive Intelligence 3.35 3.95 12%

Financial Acumen 3.20 3.70 10%Networking and Partnerships 3.60 4.10 10%High Performance Work Team 3.60 4.20 12%

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Field Impact (90 Days)Field Impact (90 Days)

• Positive Behavioral Changes– Increased Pre-Call Planning– Improved Questioning and Listening Skills– More Risk Taking– Greater Teamwork– Renewed Customer Focus

• Stronger Value Propositions– 83% improved their value propositions

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Field Impact (90 Days)Field Impact (90 Days)

• Increased Account Penetration– 72% noted improvements

• Up-scope pending opportunities• Greater or new access to executive suite• Increase volume of executive meetings• Business discussions with new departments

• Expanded Sales Funnel 53% increased their sales funnels

New Opportunities = $105M$105M

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Marsh White, Inc.Marsh White, Inc.

Company Profile

New Jersey based consulting organization that provides practical sales & sales management advice, coaching and training to experienced professionals in competitively volatile business environments worldwide. Specialize in business development and custom sales simulations.

Principal

Charles P. Krempa

marshwhite@worldnet.att.netmarshwhite@worldnet.att.net 973.228.5830

Selected Clients

AT&T, Bell Labs, Boeing, Dow Chemical, General Electric, Metropolitan Life Insurance, Lucent Technologies, Novartisand Steelcase.