Sales Force Fundamentals

We build SalesForces with our clients

The Case for SalesForce Re- Engineering

Less than 30% of companies make the changes necessary to profitably increase sales

We Build SalesForces with our Clients

We build SalesForces with our clients

The Case for Re-Engineering SalesForces

• In a strong market, increased revenue often is driven by: – Overall growth in the market – New product success – Success of your customers • The weaknesses of the sales force are masked • In a slow market, SalesForce issues really show

and

matter • Training programs, process re-design and installation of CRM tools alone do not address structural issues within the organization • Without Re-Engineering, the root causes of SalesForce ineffectiveness won’t be uncovered–efforts to increase sales will continue to fail

Cura works with you to assess, design and implement a DEEP Re-Engineering of your SalesForce to achieve real growth

We build SalesForces with our clients

25 years experience with 1500+ clients confirms:

• 20% of sales-persons deliver 80% of new business; 80% of sales-persons are order takers • Many Sales-Managers are not qualified to lead, manage and sell – Companies need effective, proven processes to identify, select and hire high performance, driven salespersons and management with the right competencies • Territories are most often geographically designed without regard for balancing opportunities and targeting and existing business • Sales incentives do not reward for real growth and are not tied to targets and key performance objectives • Sales people do not have the information in the field to service customers and reduce sales cycles. – Lack of integration between sales, customer service, operations and technical areas results in poor communication, low productivity and delayed receivables – CRM and Sales automation tools are often too complex, not truly mobile and not utilized by the Sales Force

We build SalesForces with our clients

Why Sales Don’t Grow Especially in Slow Economies

• Lack of clearly defined sales growth targets and Key Performance Objectives • Improperly designed organizations, sales territories, positions, and/or incentive compensation • Wrong talent, or lack of, in sales and sales management • Lack of coordination between sales, customer service, operations and technical areas • Lack of good mobile CRM tools to allow sales, salespersons and management to focus and attain the real opportunities

Cura works with you to effectively Re-Engineer your sales and service organizations to achieve real growth

We build SalesForces with our clients

Why Select Cura?

• • •

We Build SalesForces with our Clients

We know and understand SalesForces

– 25+ years experience Re-Engineering and building Sales Forces – 1500 Clients - Manufacturers, Distributors and Service organizations with over 95% Cura client satisfaction – Assessed, recruited and hired over 1000 sales and sales management professionals – Installed Mobile CRM in 100 companies = 4000 users – Microsoft Dynamics 2011 and SalesForce.com = 3 million users

We use flexible, disciplined and repeatable processes that leverage best practices from all engagements We insure your technology remains up to date and supportable by:

– Maintaining an in-house staff of highly experienced CRM experts to develop and customizing proprietary sales automation applications – Partnerships with Microsoft, SaleForce.com, Apple and Goggle plus other key technology providers

We build SalesForces with our clients

The Cura Approach Disciplined Repeatable Processes

We build SalesForces with our clients

The Cura Approach Working Together with our Clients

Fundamentals for Growth

Clear goals and objectives Sales Staff core competencies match job requirements Organization is designed to deliver company objectives Sales incentives are aligned with growth targets and KPO’s Insure that the right people are in the right jobs CRM is simple, used, mobile and promotes communication across organization Focus in place to sell deeper and wider within existing accounts and acquire new accounts

Cura Process

BrainStorming and Planning SalesForce Assessment – Interviews, testing, analysis Opportunity Mapping, organization and job design ProFormax – Incentive pay based on achieving growth targets, KPO’s, competitive W-2 compensation Pro Select – Competency based assessment and recruiting process MobileCRM for Desktops, Laptops, Smart Phones, Tablets Account Acquisition Processes – Provides sustainable prospecting to grow business with existing and new accounts

We build SalesForces with our clients

The Cura Approach 1. Brainstorming & Planning

• Group meeting with key business and sales executive • Candid discussions to review strengths and opportunities and to explore issues • Scope and priorities set • Develop pathway forward to assess and Re-Engineer SalesForce • Define next steps and responsibilities

We build SalesForces with our clients

The Cura Approach 2. SalesForce Assessment

• Review detailed sales history-by region & for each sales-person • Establish DISC benchmarks for sales & sales management positions • DISC testing of sales and sales management personnel • Face to face interviews of sales personnel (including ride-alongs) • Face to face interviews of sales and business management • Review of incentive compensation, processes and CRM tools • Analysis of data, summarization, recommendations, presentation • Definition of next steps

We build SalesForces with our clients

DISC Tool Utilized to Establish Benchmark Profile

Sample DISC For Field Sales

100

DISC Overview Style vs. Benchmark D I S C Benchmark

50 I D S C Dominance Influence Steadiness Conformance Challenge (how respond to problems) Contacts (how influence others) Consistency (how deal with activity levels/change) Constraints (how respond to rules)

Individual Style: Persuading Conductor (11)

0 Individual Benchmark 92 84 55 66 12 22 29 29

We build SalesForces with our clients

Sample Results of DISC Analysis of Sales-Persons

Less than 20% match Benchmark Profile

ANALYZER

Analysis of facts and data; accuracy; safety and security; clean, tidy workstation; procedures to follow; high quality standards.

IMPLEMENTOR

Fact —based solutions; effective time management; efficient methodology; studying and solving problems; logical decisions; creative and original thinking.

COORDINATOR

Diplomacy and cooperation; facts and data to analyze; guidelines to follow; routine work; adherence to standards; task orientation

CONDUCTOR

Results-oriented; firm, quick decision making; authority to carry out responsibilities; expedites action; challenging assignments; bold, aggressive actions.

SUPPORTER

Logical thinking; systematic routine; closure; relaxed pace; team participation; security

RELATER

Teamwork; coaching and counseling; service to others; harmonious work environment; security; assistance to customers.

PERSUADER Competition with others; testing of new ideas; results through people; persuasive communicator; enthusiasm; change agent.

Mgt. Benchmark PROMOTER

People Contact; solutions to “people problems”; optimistic outlook; verbalizes thoughts and ideas; varied activities; mobility.

We build SalesForces with our clients

The Cura Approach 3. Opportunity Mapping

• • • • • • Analyze existing accounts by industry type (SIC- NAICS) Select target industries & company sizes Construct segmentable data base - customers and prospects Map to balance by revenue and opportunities Redesign territories – regions Create target data bases

We build SalesForces with our clients

The Cura Approach

4. Organization and Position Re-Design

• Define tasks required to achieve established goals • Identify core competencies and key traits to meet requirements • Combine tasks and competencies to design jobs • Design organization based on jobs to be managed • Adjust span of control at all levels • Evaluate existing personnel and fit for new organization & jobs • • Identify people to be replaced Identify open positions • Define recruitment priorities and strategy

We build SalesForces with our clients

The Cura Approach 5. ProFormax

Incentive Based Compensation System

4 Key Focuses 1. Set challenging but achievable goals 2. Align individual sales objectives to achieve goals 3. Consistent performance measurement 4. Timely recognition, reward and corrective action • Competitive total W-2 • Keep at least 1/3 total comp at risk • Solicit inputs – to maximize ownership • Keep it simple – tied to line of sight deliverables

We build SalesForces with our clients

The Cura Approach

6. ProSelect Competency Based Recruiting

• 100+ candidates identified • 40-50 screened and tested – DISC • 8-10 qualified and interviewed face to face • Preliminary background and reference checks • 6+ back to back interviews with client • Select 2-3 finalists – 2 nd client interview • Final selection and negotiation • Fee Cost on effort 20-25% 1 st year targeted W-2 comp. Reimbursables at cost.

• • • • • Multiple hires possible – no separate fees • •

Target Competencies

Driven and Competitive Influencing Tenacious and Resilient Results-oriented Solution sellers Promotable We build SalesForces with our clients

The Cura Approach

7. Mobile CRM powered by Microsoft, SalesForce.com, Goggle

• • • Lives within Outlook • • • Connect through the Cloud Contacts, Activities, Opportunities, Sales & Company Data, Quotes, Orders, Inventory, Cases, Reports, Dashboards Desktops, Laptops, Browser, Smart Phones, Tablets Built on SQL- (connectors for all ERP systems and Data Bases) – Cloud Hosted or On Premise Full Financing • Simple and Effective • Custom Configured to your Process’s • Delivers all functionality through the Cloud • Provides Sales-Force and management with critical data when needed and seamless connectivity

We build SalesForces with our clients

DEEP SalesForce Re-Engineering

ReEngineering your existing sales force, changing/updating sales processes

Cura can help you identify (and make) the tough decisions to resolve root causes of SalesForce ineffectiveness

Cura will help you create

Driven SalesForces and Service Organizations

to retain and grow market share, including in a slow economy Contact us to set up an appointment and discuss issues and opportunities

We build SalesForces with our clients

www.cura.com

Offices: Mt. Laurel, NJ and Atlanta, Ga Phone 856.439.1113 Fax 856.439.1115

We build SalesForces with our clients