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Top gun overview 3-19-14

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Top gun overview 3-19-14

  1. 1. © 2013 TOP GUN PERFORMANCE SOLUTIONS1 DATESLIDE 5/5/2014 TOP GUN SALES PERFORMANCE. High Level Corporate Capabilities
  2. 2. © 2013 TOP GUN PERFORMANCE SOLUTIONS2 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS2 DATESLIDE 5/5/2014 HOW WE COULD HELP YOU NOW o Sales Performance Management Consulting o Sales Methodology Review o Sales Learning Assets Review o CRM Review and Redesign o Learning Content Management Platform o Certification Tools o Coaching Tools – The Periodic Table For Sales Performance o Mobile Learning Applications o Sales Performance and Leadership Workshops o Executive Leadership Training
  3. 3. © 2013 TOP GUN PERFORMANCE SOLUTIONS3 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS3 DATESLIDE 5/5/2014 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
  4. 4. © 2013 TOP GUN PERFORMANCE SOLUTIONS4 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS4 DATESLIDE 5/5/2014 Dynamics of Learning and Development
  5. 5. © 2013 TOP GUN PERFORMANCE SOLUTIONS5 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS5 DATESLIDE 5/5/2014 oIt is not a personal, or even personnel issue. oIt is a failure to commit to collect, codify, and transfer the best selling practices and tools from your corporate collective knowledge. oIt is a failure to create an environment of accountability for sales readiness, sales planning, and sales execution. oIt is a failure to consistently and effectively coach and develop the skills of your team. LACK OF SALES EXCELLENCE IS AN ORGANIZATIONAL FAILURE
  6. 6. © 2013 TOP GUN PERFORMANCE SOLUTIONS6 DATESLIDE 5/5/2014 FORMULA FOR SALES EXCELLENCE Sales Readiness Sales Planning Sales Execution Sales Performance
  7. 7. © 2013 TOP GUN PERFORMANCE SOLUTIONS7 DATESLIDE 5/5/2014 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
  8. 8. © 2013 TOP GUN PERFORMANCE SOLUTIONS8 DATESLIDE 5/5/2014 • 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
  9. 9. © 2013 TOP GUN PERFORMANCE SOLUTIONS9 DATESLIDE 5/5/2014 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 DRIVE Consistent vigilance to maintain and duplicate a level of mastery.
  10. 10. © 2013 TOP GUN PERFORMANCE SOLUTIONS10 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS10 DATESLIDE 5/5/2014 Secrets of High Performing Sales Teams
  11. 11. © 2013 TOP GUN PERFORMANCE SOLUTIONS11 DATESLIDE 5/5/2014 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?
  12. 12. © 2013 TOP GUN PERFORMANCE SOLUTIONS12 DATESLIDE 5/5/2014 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
  13. 13. © 2013 TOP GUN PERFORMANCE SOLUTIONS13 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS13 DATESLIDE 5/5/2014 SIMPLE FORM: WE KNOW THIS STUFF WE KNOW SALES WE KNOW HUMAN CAPITAL DEVELOPMENT WE KNOW TECHNOLOGY S P M
  14. 14. © 2013 TOP GUN PERFORMANCE SOLUTIONS14 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS14 DATESLIDE 5/5/2014 We are CRM Agnostic
  15. 15. © 2013 TOP GUN PERFORMANCE SOLUTIONS15 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS15 DATESLIDE 5/5/2014 We are Sales Methodology Agnostic
  16. 16. © 2013 TOP GUN PERFORMANCE SOLUTIONS16 DATESLIDE 5/5/2014 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 & TOOLS CRM Plug-ins for Sales Performance Mgt Standalone Customer-facing Sales Tools Integrated Learning Management for CRM Visual dashboards for Metrics Mobile-Learning reinforcement platform
  17. 17. © 2013 TOP GUN PERFORMANCE SOLUTIONS17 DATESLIDE 5/5/2014 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
  18. 18. © 2013 TOP GUN PERFORMANCE SOLUTIONS18 DATESLIDE 5/5/2014 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.
  19. 19. © 2013 TOP GUN PERFORMANCE SOLUTIONS19 DATESLIDE 5/5/2014 OUR TOOLS – The Periodic Table
  20. 20. © 2013 TOP GUN PERFORMANCE SOLUTIONS20 DATESLIDE 5/5/2014 A manager would use this tool to review the elements that impact the competency of “Forecasting” as in this case.
  21. 21. © 2013 TOP GUN PERFORMANCE SOLUTIONS21 DATESLIDE 5/5/2014 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 Performance Management Sales Messaging & Tools Selling Skills Training/Certification Sales Performance Management Sales Messaging & Tools Selling Skills Training/Certification Product Certifications Solutions Selling
  22. 22. © 2013 TOP GUN PERFORMANCE SOLUTIONS22 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS22 DATESLIDE 5/5/2014 Technologies we have that might help oResource Library & Collaboration tool oFlight Plans and Playbooks designed to provide the right knowledge, expertise, and resources at the point of need oLearning Management System integrated into your CRM for contextual, on-demand learning oCRM add-ons for specifically sales process, sales planning & sales strategies oCoaching process, tools, and application oCustomer facing presentation tools that resonate with clients oA Mobile-learning platform providing: oDaily (or frequent) reinforcement of recent learning events with… oUsage statistics, metrics, and learning promotion
  23. 23. © 2013 TOP GUN PERFORMANCE SOLUTIONS23 DATESLIDE 5/5/2014© 2013 TOP GUN PERFORMANCE SOLUTIONS23 DATESLIDE 5/5/2014 We believe that… oLearning, Sales Best Practices, and Resources must be tightly integrated into the operational support system (CRM) that the sales persons use daily oA structured approach to skills development that supplies content, measures (standards), rigor, and visibility oTo achieve your greatest selling potential you must bring together the three disciplines of: Sales, Information Technology, and Human Resource Development oCoaching is the fulcrum to making all of this happen
  24. 24. © 2013 TOP GUN PERFORMANCE SOLUTIONS24 DATESLIDE 5/5/2014 NETWORK MONITORING CENTER
  25. 25. © 2013 TOP GUN PERFORMANCE SOLUTIONS25 DATESLIDE 5/5/2014 CLASSROOMS
  26. 26. © 2013 TOP GUN PERFORMANCE SOLUTIONS26 DATESLIDE 5/5/2014 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
  27. 27. © 2013 TOP GUN PERFORMANCE SOLUTIONS27 DATESLIDE 5/5/2014 Recognition Inc. 500/5000 Fastest Growing Companies in America 2011, 2012 Premier Partner Award Business Courier’s Fast 55 Fastest Growing Companies 2008,2009, 2010, 2012 Ciny Magazine’s Tri-State Success Award 2010, 2011, 2012 Panasonic Partner Award Excellence in Business Partnership 2010, 2012 Business Courier’s Green Business Eco-focused 2010
  28. 28. © 2013 TOP GUN PERFORMANCE SOLUTIONS28 DATESLIDE 5/5/2014 CONTACT Paul D’Souza Vice President of Sales Email -- pdsouza@topgunhq.com Website – www.topgunhq.com Direct - 513-234-4411 Mobile - 408-529-2385
  29. 29. © 2013 TOP GUN PERFORMANCE SOLUTIONS29 DATESLIDE 5/5/2014

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