1. THE
SALES
ENABLEMENT
IMPERATIVE

2. 70
%
FAIL
CHANGE
CORPORATE
DIRECTIVES
INITIATIVES
BUSINESS
TRANSFORMATION
Leading
Change,
John
Ko1er,
Harvard
Business
School
Corporate
Survey,
2008,
McKinsey
&
Co.
SAVO
CONFIDENTIAL
©
2011
2

3. CORPORATE
EXECUTION
=
SALES
EXECUTION
SAVO
CONFIDENTIAL
©
2011
3

4. CORPORATE
EXECUTION
=
SALES
EXECUTION
OperaTonal
Excellence
?
New
Channels
?
???
Revenue
$$
M&A,
New
Markets
?
New
Products/Services
?
Growth / Revenue Initiatives Sales Execution Buyer
Decision
Time Money People
SAVO
CONFIDENTIAL
©
2011
4

5. CUSTOMERS
FIND
LITTLE
VALUE
IN
THE
CONVERSATION…
%
Products,
brands,
operaTons
30
70
%
InteracTons
with
sellers
11
%
Sales
calls
execs
view
as
valuable
Source:
Forrester
Research
SAVO
CONFIDENTIAL
©
2011
5

6. DEPLOYING
GROWTH
INITATIVES
SALES
EXECUTION
CHALLENGES:
ACTIVATE
(Tmely
deployment)
ADOPT
(take
ownership)
ACHIEVE
(successful
execuTon)
Growth
Execs
MarkeGng
Sellers/
Channels
IniGaGve
Regions
6

7. DEPLOYING
GROWTH
INITATIVES
SALES
EXECUTION
OPPORTUNITIES:
CHALLENGES:
COMMAND
&
ACTIVATE
(Tmely
deployment)
CONTROL
EMPOWER
THE
ADOPT
(take
ownership)
INDIVIDUAL
MOBILIZE
THE
ACHIEVE
TEAM
execuTon)
(successful
Growth
Execs
MarkeGng
Sellers/
Channels
IniGaGve
Regions
7

8. SOLVING
THE
SALES
EXECUTION
CHALLENGE
COMMAND
EMPOWER
THE
MOBILZE
AND
CONTROL
INDIVIDUAL
THE
TEAM
Ideas
Products
Process
Corporate
Management
Filter
/
Push
Coaching
&
Strategy
/
Prescribe
Tool
Team
Selling
People
Pricing
Data
Content
SAVO
CONFIDENTIAL
©
2011
8

9. DRIVING
ALIGNMENT
Challenge:
Revenue
IniGaGves
SoluGon:
SAVO
Deploy
new
Methodology
/
Power
91%
adopGon
/
first
4
months
PosiToning,
Messaging
&
Tools
Improve
Overall
Sales
ProducTvity
and
New
Average
ramp
Gme
reduced
Seller
Ramp
Processes
from
nine
months
to
five
Improve
Product
Launch
Success
Rates
80%
reducGon
of
“random
acts
through
be1er
Team
Selling
of
seller
enablement”
“Omnicell
takes
pride
in
our
ability
to
deliver
market
leading
solu7ons
for
pa7ent
safety
and
opera7onal
efficiency
in
the
Healthcare
industry.
Our
partnership
with
SAVO
and
Corporate
Visions
is
enabling
us
to
grow
and
expand
our
market
presence
through
beCer
alignment
and
execu7on.”
- Todd Sims , Omnicell
SAVO
CONFIDENTIAL
©
2011
9

10. CORPORATE
EXECUTION
=
SALES
EXECUTION
OperaTonal
Excellence
?
New
Channels
HOW
BIG
?
Revenue
IS
YOUR
$$
M&A,
New
Markets
GAP?
?
New
Products/Services
?
Growth / Revenue Initiatives Sales Execution Buyer
Decision
Time Money People
SAVO
CONFIDENTIAL
©
2011
13

11. THANK
YOU