Lern Capabilities Presentation 2011
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Transcript of Lern Capabilities Presentation 2011
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Building Sales Teams that produce!
Capabilities Presentation
February, 2011
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◦ Low new customer acquisition
◦ Increased competition
◦ Price/margin erosion in your market place
◦ Commoditization of Product and services “everyone sounds the same”
◦ Turnover of good people
◦ Diminishing customer loyalty
◦ Shrinking or stagnant wallet share from existing clients
◦ Increased customer defection
Business Issue
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The Evolution of Sales Training
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Sales Training alone WILL NOT solve your problem!
Sales Performance Automation
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EVENT BASED TRAINING HAS A POOR IMPACT ON LONG TERM PERFORMANCE!
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We build sales teams that Produce!
We do this by understanding the business value you offer to your customers
We assess your peoples ability to articulate this
We build or modify repeatable sales processes
We leverage current training, people and technology investments
We execute with predictable deliverables
We provide on-going sales leadership and support
What we do!
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We do this by interviewing key executives, management and sales professionals
We use tools to extract why performance is lacking
We build a process that everyone can execute
We leverage an expert partner network
We execute by taking ownership!
We provide visibility to senior executives
We provide on going sales leadership and support through training and coaching systems
How we do this!
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LERN - Change Execution Process
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Sales Coaching Success System
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Principal- LERN Inc. 17 Year career with Xerox Canada- Training, Sales, Sales Management, General Management Experienced at Building top performing sales teams Lean Six Sigma Green Belt Facilitated double digit sales growth at Cisco/Microsoft
partner Increased sales pipeline by 250% in 90 days with an IBM/EMC/Microsoft content management partner Experienced Sales and Management Coach Devoted husband to Lisa for 19 years and counting Taxi cab driver to Erika (16) and Nick (13) Hockey Coach
Introducing: Robert Triggs
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Partner- LERN Inc. 18 years of experience running and growing multiple
companies from Xerox Global Services to ground floor internet software start-ups
As VP of Sales at a North American Managed Print Services HP Partner delivered 5 years of consistent year over year revenue growth between 35% and 45%
Specialty is developing Custom Sales Processes and Tools that becomes part of our clients core company culture and drive significant increases in sales team productivity resulting in revenue and profit growth
Devoted husband to Chrissy for 15 years and proud father of Jack (12) and Brooke (10)
Introducing: Rob Farrell
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Partner- LERN Inc. 11 years of experience coaching sales success! As AchieveGlobal Sales Consultant delivered 5 years of
consistent year over year revenue growth! As VP of Sales built a $5M division and grew sales an
average of 15% year over year for 4 years! Reputation for build strong profitable business relationships Recognized as a closer My passion is helping sales professionals and sales
managers succeed! Ringette mom and coach Humour is my weapon
Introducing: Catherine Davies
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Your company invests in long sales cycles and often has no decision or an RFP instead of a deal
Your sales people forecast large deals, expect a close and then can’t get a return phone call from the prospect
The top sales executive has to be involved in many deals
Sales forecasting is a burden, is inconsistent and often factored down
Sales team turnover is high due to a lack of performance
The sales organization does not have or use a proven repeatable sales process
Competitive deals are driving profit margin down significantly
The company's executives feel they are not getting enough return on the sales organization investment
Problems We Solve
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If you are committed to doing what it takes to turn your sales force around, here is what we suggest:
Book some face to face time with us so we can learn more about your specific situation.
If we feel we can help, we’ll develop a proposal for you.
Book us by emailing Rob Triggs at:
[email protected] (5376)
Next Steps