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Advanced Skills TrainingProject Status Discussion Deck

September 28, 2009

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Sales Performance International

• Solution Selling® suite of sales and marketing best practices

• For 20 years helping the world’s leading corporations improve their sales execution and performance

• 50 countries and 14 languages• Nearly 1 million Solution

Selling® alumni, 92 new clients in 2008

• Headquartered in Charlotte, North Carolina with a global network of over 150 business partners

“Clearly SPI is one of the thought leaders in this

(Sales 2.0) arena.” ES Research, 2007

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SPI has Conducted Some of the World’s Largest and Most Successful Sales Training Initiatives

IBM - Teamed with two learning partners to train 35,000 global sellers and 10,000 business partners over 3 years.

Compuware - Trained 700 plus global sales associates and managers over a two day weekend.

Microsoft - Trained 5,000 sales professionals and 12,000 partners in a four year period.

InfoPrint- Delivered 20 concurrent workshops in 9 languages over a 2 day period to 700 salespeople. Delivery rating: 4.7 out of 5

Dell – SPI an Dell trained over 12,000 global sellers in Dell’s Sales Process Model (aligned with, but not trained on Solution Selling®), integrated with the largest deployment of SFDC in the world. SPI conducted a total of 314 workshops worldwide.

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IBM And Microsoft Are Organizations That Recently Undertook Sales Transformation Initiatives

• In 2002, developed the Microsoft Solution Selling (MSS) Sales Process

• Over an 18 month period of time, trained 5,000 Microsoft global Sales Professionals trained

• To date, have trained over 12,000 certified partners

• 1999 IBM developed its Signature Selling Methodology (SSM) Sales Process

• SSM was delivered to 35,000 sales representatives and 10,000 IBM business partners globally over a 36 month period of time

A study conducted by IBM in 2003, attributed an increase in revenue of $8,566,795,537 to the deployment and adoption of SSM. For every dollar invested in Solution Selling,

IBM achieved a return of $94.52.

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Project Overview

Conduct Assessment Build Sales Process Maps Build Sales Tools and Job Aids Port eLearning To LMS Tailor Training Materials

Global/Major Seller Workshop TDM Workshop Sales Manager Workshop

Conduct Two Pilot Workshops TDM Workshop – Fresno Global/Major Workshop – Clifton

General Deployment Managers Sellers

Re-Enforce and Measure Train The Trainer

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SPI Conducted two pilot workshops in August, 2009. On post pilot course

evaluations, overall course satisfaction scores were 4.8 out of a possible 5.0

COMMENTS FROM THE PILOTS

“Nice to have material applicable to OD and what we do everyday”“Instructors are very informative, engaging, entertaining, and knowledgeable”“Everyone was very knowledgeable and excellent with instruction, insight, experience, and engagement“I liked the process of identifying pain, drilling down, providing value, and assessment of pain”

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SPI Project Team

• Keith Eades, CEO• Mike Pandich, VP Sales• Brad Frazier, Account Executive• Mike Lawson, Program Manager• Mary Ann Kennedy, Development Lead• Bora Kazmirci, Delivery Lead

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Key Selling Skills

PLAN & ENGAGE DIAGNOSE PROPOSE & CLOSE IMPLEMENT

Sales Process Steps

Prospecting

Prospecting

Developing NeedsDeveloping Needs

Developing and Delivering ValueDeveloping and Delivering Value

Managing ProofManaging Proof

Accessing PowerAccessing Power

Qualifying / DisqualifyingQualifying / Disqualifying

Controlling the ProcessControlling the Process

AligningAligning

Negotiating / ClosingNegotiating / Closing

FULFILL

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Key SPI Differentiators

• Solution Selling® – we wrote the book(s) on making the transformation from selling products to selling solutions

• Resident Delivery Team  – you’re working with us: we have our own team of experienced facilitators and consultants and we deliver around the world.

• Measurement Framework – we have an independently certified, unique, five-level framework to measure the impact of sales training and performance improvement initiatives

• Multi-modal delivery capabilities – Office Depot can put its Solution Selling materials into sellers hands rapidly, on demand, and in the form they need it, when they want it

• Track Record – SPI has extensive experience with large deployments in complex organizations – the Office Depot operation is large and complex and our experience will be of value as your constituents are looking for quality and results.

• Flexible Solution Design – we adapt our methods and tools to integrate them with your best practices to create a unique selling advantage for Office Depot.

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Office Depot Sales Process

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Lead

Prospect

Opportunity Customer

The Sales Process Has Been Integrated With Sales Online

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Contact Strategy Tools Have Been Integrated Into Workshop Materials

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Solution Selling® Tools Build Upon The Professional Selling Skills® Foundation

PSS® Step Ways To Enhance PSS®

OPEN• Use a crisp positioning statement as part of the open• Use a reference story as part of the open to get the

customer talking about pain

PROBE

• Make sure pain is admitted early in the probing process

• Target questions and probes around the reasons for the customer’s pains

• Use ‘drill down’ questions and probes to get to value

SUPPORT

• Align Support Statements with the reason for the customer’s pain

• Craft Support Statements in a Capability Vision format

• Craft Support Statements with Office Depot differentiators in mind

CLOSE• Document next steps in a Next Steps

Communication

The Professional Selling Skills® Need Satisfaction Selling Process resides within the ‘Diagnose’ step in the new Office Depot Sales Process

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Implementation Timeframe

Going Forward Actions Timeframe

Schedule Workshops Q4 – 2009

Collect Metric Baseline Q4 – 2009

Conduct Manager Training Q1 – 2010

Conduct Seller Training - TDM Workshops - Global/Major/Public Workshops

Q1 – 2010

Conduct Train The Trainer Q1 – 2010

Begin Reinforcement Q2 – 2010

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Tier Type Item Measured Examples Characteristics

1 Reaction

Opinions of participants about the Training Event.

“Smile Sheets”- Post Session Evaluations

Easiest To measure Quickest Feedback Lowest Cost Least long-term insight

2

Skills and Knowledge Learned

by Participants

Pre-class and Post-class testDemonstration in Case Studies

Easy to administer and moderate Can be part of the instructional

design More predictive value

3 On Job Application

On-the-job Behavior Changes

Activity Metrics: Number Of Calls Number Of Trips Seller Utilization

Difficult to observe and quantify Measurement process may affect

outcome of sales interactions Requires managers’ participation Many dependencies

4 Pipeline Impact

Measurement of Pipeline Metrics

Improvements in: Number of Deals Win Ratios Average Deal size

Easy to measure, due to information available in CRM systems

Difficult to link business impacts to behavior changes

5 Business results

Measurement of Financial Metrics

Improvements in: Revenue Cost of Sales Profitability ROI Analysis

Easy to observe or calculate from typical business reports

Difficult to trace correlation of improved results to training

Many dependencies

Understanding

SPI Uses a Five Tier Model To Classify Types Of Metrics

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Primary Measurement And Reinforcement Activities

• Monthly Re-Enforcement Training (eLearning Based)• Coaching Sessions With Managers (RPM Enabled)• Quarterly Webcasts• Formal And Informal Skill Gap Surveys• Metric Analysis

– Process Adoption - Number of Evaluation Plans

– Pipeline Metrics

• Number of Opportunities Per Seller

• Average Size of Opportunity

• Deal Win Rate

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Keys to Driving a Successful Global Transformation Initiative - 20 Years of SPI Experience

A Well Thought Out Communication Plan To Establish Expectations At All Levels Of The Organization

A Quick And Thorough Deployment Approach To Shorten Time To Attain Common Language And Focus

Top Down/Bottom Up Use Of First Line Managers As Change Agents And Field Evangelists

Management Adoption Focus To Change Behavior Formal Skill Gap Analysis To Drive Focused Re-enforcement Training Creative and Constant Re-Enforcement Training To Improves Sales Skills Complete Organizational Commitment To Transformation

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APPENDIX

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What others are saying about SPI…

Hitachi Data Systems 

“As Hitachi Data Systems succeeds in establishing itself as a world-leading solution-centric company, Sales Performance International plays an important role in our transformation. I'm impressed with SPI’s ability to deliver high-quality sales performance services rapidly, and on a global basis. In just a month, SPI helped more than 1,000 Hitachi Data Systems professionals improve their selling capabilities through specialized training and consulting services all over the world, in seven languages.”

                                                                      Dave Roberson, President and COO Microsoft

“We have put the principles of Solution Selling at the very core of our selling process, helping all of our 5,000 sales professionals and thousands of Microsoft business partners consistently apply proven sales principles to make a real difference to our customers and meet their expectations.”

                                                                      Kevin Johnson, Co-President, Platform Products & Services Division

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Comment from Emerson

"We have used a large number of consulting and training organizations over the years and SPI has been the most professional in their approach to planning and implementation of a comprehensive sales development program. SPI was the only provider that listened carefully to our requirements. They learned how we operate and changed their materials and approach to incorporate our information. Our sales team has been really impressed with the extent of knowledge and understanding that SPI exhibits. We felt like we were SPI's most important client throughout the process. I have polled several of our managers and they have consistently been delighted by the professionalism that SPI exhibits."                                                                                                                              Steve Loranger, VP Global Business Development