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ACCESS R esources Inc. The Corporate Learning Company

Performance Enhancementfor Sales & Project Management

- Overview of RainMaker –

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Confidential and Proprietary information for internal Microsoft SMSG use only

Agenda

Current Status

Introductions

Overview of RainMaker capabilities

Product Overview of RainMaker

Summary - Next Steps

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Confidential and Proprietary information for internal Microsoft SMSG use only

Replicate Rainmakers

What do top-producers or Rainmakers do well? 1. Qualify Sales Opportunities 2. Manage Qualified Opportunities to Closure 3. Communicate effectively with Decision Makers

- - - - - - - - Best Practices - - - - - - - -

IdentifyIdentify CaptureCapture SystematizeSystematize

Track Measure

CoachImprove

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Confidential and Proprietary information for internal Microsoft SMSG use only

1. Qualify -- 2. ManageQuality + Proximity = Revenue Predictability

QualityQualityWeighted

QualificationScore via

ClientAlignment

Parameters (CAPS)

ProximityProximity Best Practice

Sales Steps & Project Mgmt.

Steps

SolutionsSolutions

Engineering Polymers

Imaging Technologies

Nutrition & Health

Solution 1

Solution 2

Solution 3

MarketsMarkets

…

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3. Communicate EffectivelyBuyer Views

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Confidential and Proprietary information for internal Microsoft SMSG use only

Real-Time Sales Guidance

Rules-based guide through best practices 7x24 Analysis of Opportunities

Each Opportunity is analyzed to determine if the Rainmaker’s best practices are being followed

Sales rep is provided with prompts and suggestions to improve their likelihood of winning

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Confidential and Proprietary information for internal Microsoft SMSG use only

Revenue by Phase: All Solutions

Drill-D

ow

nD

rill-Do

wn

NOTE: Highlighted cells illustrate the following conditions: CAP Score of 50% or less; DRM = No; ATB = No.

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Sales Cycle Analysis – by Step

12/15/2003 01/15/2004 02/15/2004 03/15/2004

1a

1b

2a

1c

2b

3a

3b

3c

3d

4a

4b

4c

Sales Cycle Steps Over Time

Days to complete each sales step

(Example: start to completion of 1a = 4 days)

For a Win, Selling Solution “X”:

0 10 20 30 40 50 60 70 80

1a

1b

1c

2a

2b

3a

3b

3c

3d

4a

4b

4c

1a1b

1c2a

2b

3a3b

3c3d

4a4b

4c

Sa

les

Ste

p

Sum of Days to Close

Sum of Days to Close / Sales Step

Days from the completion of each sales step to the close date?

End of 1a to Close = 74 Days

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Confidential and Proprietary information for internal Microsoft SMSG use only

Profiles in Action

Solution “X” Market “Y” Sales Rep “Joe” Competitor “Z”Winning Winning

ProfileProfile

>70%

CAP Score

CAPS marked:• YES• NO• UNKOWN

CAPS marked:• YES• NO• UNKOWN

Position in Sales ProcessDays to Close from Milestone

0 10 20 30 40 50 60 70 80

1a1b

1c2a

2b

3a3b

3c3d

4a4b

4c

Sa

les

Ste

p

Sum of Days to Close

Sum of Days to Close / Sales Step

3B

For each Sales Milestone:• Order the Milestones

were Completed• Timing of when Sales

Milestones Completed

For each Sales Milestone:• Order the Milestones

were Completed• Timing of when Sales

Milestones Completed

89%Winning

In 23 Days

Predictability:• True Probability

of Close based

on statistics

Predictability:• True Probability

of Close based

on statistics

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Confidential and Proprietary information for internal Microsoft SMSG use only

Sales Coaching

Sales Cycle Comparison

0

20

40

60

80

100

120

1a 1b 1c 2a 2b 2c 2d 3a 3b 3c 3d 3e 4a 4b 4c

Da

ys

RainMaker

Average

2

2 Overcoming objections, competition or presenting a solution that meets buyers needs

1

Qualifying and gaining access to key buyers

1

3

Gaining commitment, asking for the order, dealing with decision fear

3

Compare progress through the sale with the Rainmaker to identify coaching areas for each rep

Potential Coaching Areas

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Operational-ize Sales & Project Management Process

Best Sales / Project Management Practices Identify and capture Client’s Best Practices Automate and deliver to entire sales force Incorporate existing sales and project mgmt materials

Track, Measure and Analyze Sales & Project Cycle By Account Manager, Solution, Market, Competitor

Single Forecast based on statistical history Capable of managing multiple sales processes

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What RainMaker will Deliver to: Account Managers

Best Practices of top producers How to pick the best opportunities to pursue What are the fastest, most effective steps to:

Close a sale Manage a Project

Real-time Sales Mentor Rules engine provides reps with guidance to improve their

position in each sale based on best practices

Quarterback Game Plan Team based sales – assign and track assignments

Simplified Forecasting Centralized Pipeline / Forecast based on Client metrics

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What RainMaker will Deliver to:Sales Management

Improve Sales Productivity Objective qualification scores = Account Managers pursue

opportunities with highest likelihood of success Best practices for action steps to complete sales process and

manage the project

Improve Forecast & Account Plan Accuracy Based on Client’s best practice metrics and sales

methodology More accurate time line to closure for each opportunity

Sales Performance: Analysis and Coaching Analyze each opportunity for each rep vs. best practices

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RainMaker Position

Best practice sales methodology

Interface with SFA No duplicate data entry

Real time sales guidance Where can you make

adjustments to improve likelihood of success

Enhanced Revenue Predictability Using Client’s metrics

Sales Methodology

Sales Methodology SFA / CRMSFA / CRM

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Maximize Client Yield

On-Site

Mgt

Off-Site

PrintLegal

ServiceDigital

Imaging

Pro.

Service

Solution

“n”

Customer A A P P

Customer B A A

Customer C P A

Customer D A P

Others…

A = Active Sale

P = Potential Sale