1. GUIDING COMPANIES THROUGH
SUSTAINED TRANSFORMATION

2. Overview
• About MSA
• What We Do
• Sales Intelligence
• SPA Methodology
• Business Impact
• Questions and Next Steps

3. About US
Monarch Sales Advisors, LLC (MSA) is a consulting and
business advisory firm specializing in the complex
business environments with over 50 years of
combined experience. Our team helps companies
grow their businesses through strategy development,
sales transformation, strategic marketing, and talent
development.

4. Our Clients

5. What We Do
MSA adds value utilizing the following services:
Business
Consulting
• Strategic
Directions
• Sales &
Marketing
Intelligence
• Assessments
• Recruiting &
Selection
• Organizational
Development
Professional
Development
• Assessments
• Training
Courses
• Development
Plans
• Coaching
• Building teams
• Professional
Education
Resource
Management
• Functional
Outsourcing
• Career
Accelerator
• Recruitment
• Hiring Process
• Temporary
Assignments

6. Sales Intelligence
What is it?
The Sales Intelligence process is a diagnostic
tool for business executives; it provides an
instant picture of strengths, weaknesses and
opportunities facing the organization.

7. Sales Intelligence
Why use it?
Sales Intelligence creates a unique model using
behavioral diagnostic tools to:
• Improve sales effectiveness
• Prioritize sales practices
• Identify performance gaps
• Pinpoint developmental opportunities
• Facilitate informed hiring decisions
• Drive employee engagement

8. Leadership Meeting
Conduct Strategic
Directions
Group Feedback
Decide
Priorities/Model
Team Completes
Assessment (SPA/LEA)
Individual Results
Gap Analysis
Enterprise
Gap Analysis Individual
Manager Training
Manager’s Guide to
LEA/SPA
Participant Guide
Behavioral Interview
Guide
Enterprise
Development Plan
Individual
Development Plan
Enterprise Training
Individual
The Sales Intelligence Process
How does it work?
2 Workstreams:
• Strategic Directions
• Implementation
In-Market Analysis
Enterprise
In-Market Analysis
Individual

9. Leadership Meeting
Conduct Strategic
Directions
Group Feedback
Decide
Priorities/Model
Team Completes
Assessment
(SPA/LEA)
Individual Results
Gap Analysis
Enterprise
Gap Analysis Individual
Manager Training
Manager’s Guide to
LEA/SPA
Participant Guide
Behavioral Interview
Guide
Enterprise
Development Plan
Individual
Development Plan
Enterprise Training
Individual
Coaching
The Sales Intelligence Process
How does it work?
2 Workstreams:
• Strategic Directions
• Implementation
In-Market Analysis
Enterprise
In-Market Analysis
Individual
Phase #1

10. Leadership Meeting
Conduct Strategic
Directions
Group Feedback
Decide
Priorities/Model
Team Completes
Assessment
(SPA/LEA)
Individual Results
Gap Analysis
Enterprise
Gap Analysis Individual
Manager Training
Manager’s Guide to
SPA/LEA
Participant Guide
Behavioral Interview
Guide
Enterprise
Development Plan
Individual
Development Plan
Enterprise Training
Individual
Coaching
The Sales Intelligence Process
How does it work?
2 Workstreams:
• Strategic Directions
• Implementation
In-Market Analysis
Enterprise
In-Market Analysis
Individual
Phase #2

11. Sales Intelligence
What does the diagnostic tools and in-market analysis do?
PREPARATION
 Market Awareness
 Technical
 Strategic
 Prospecting
 Entrepreneurship
CONTACTING
 Communication
 Outgoing
 Optimistic
 Excitement
 Persuasive
 Insight
IMPLEMENTATION
 Aggressiveness
 Tactical
 Empathy
 Persistence
 Production
DRIVERS
 Sales Focus
 Management Focus
 Customer Focus
 Materialism
 Ego Rewards
 Idealism
SalesPerformanceAssessment

12. Assessments Structure (SPA, LEA)
Online Questionnaire
• Requires approximately 45 minutes for completion
• 100 questions in length with built-in algorithm
• Comparative normative base of greater than 17,000 data
points
Question example: Describes approach to sales role
I like sales because it allows me to be:
a. in the limelight
b. a real team player
c. a real strategist
5 4 3 2
5 4 3 2
5 4 3 2
Most Next

13. Assessment summary is generated:
• Responses scaled 0-100 (Low/High)
• Sent to requestor for analysis
• Analysis determines:
 Areas for development
 Behaviors to investigate for hiring
 Respondents motivations
 Increased results accountability
SAMPLE: Sales Performance Assessment (SPA)

14. In-market questionnaire: 30 minute 1-1 interview with
approx. 25 questions creating threads to the
assessment tools and business environment
In-Market Analysis: THREADS
Examples of Customized Investigation Areas:
• Role Clarity
• Sales Execution
• Organizational Feedback
• Leadership
• Communication
• Marketing Support
• Customer Expectations

15. In-Market Analysis: THREADS
• Are you clear about the
expectations with your role?
Examples: Role Clarity
• What are the
organizational barriers
that prevent you from
performing at a higher
level?
Examples: Organizational Feedback

16. Sales Intelligence is having the right information regarding
performance at the right time to drive extraordinary
results!
• Prioritize critical drivers to business success
• Capture/take action on critical market information
• Address performance gaps quickly
• Mobilize development opportunities
• Select the “best” talent
• Drive retention and employee accountability
• Take action to grow results
Business Impact

17. Commencing the Process
Phase 1:
• Is this right for the business?
• Strategic Directions Meeting
• Strategic Directions Participants
 Assessments
 In-Market Interviews
• Group Feedback Meeting
• Summary of findings and recommendations
• Commence Phase 2

18. Week
Project Plans 1 2 3 4 5 6 7 8 9 10 11 12
P1: Complete Talent Assessment/Field Work X Y
Strategic Marketing and Plan/Process/
Model Development
X Y
Organizational Review/Comp Plan/Fast Track
Training & Up-skill Plan (Manager
Immersion, KPI’s, Coaching for Results, Time
Management, Sales Skills)
X Y
Talent Acquisition/Leader
Recruitment/Account Executive Recruitment
X
P2: Accelerated Training and Up-Skilling Plan
(Presentation Training, Negotiation Skills,
Building Trust, Performance Management)
X
Roll-Out Timeline (Example)

19. Professional Development
• MSA customizes customer events utilizing the MVSM Suite of
programs and products: (examples)
Key Performance
Indices (KPI’s)
Show, Describe,
Involve (SDI)
Commercially
Astute Salesperson
Impactful
Presentation Training
Industry Leadership
for the 21st Century
Negotiating in the
Real World
Sales Intelligence
Sales Xselleration Performance
Management

20. Compensation Strategy
Sales Composition/
Develop
Phased Development Plan
Market Evaluation
Competitive Analysis
Strategic Positioning
Sales Force
Execute Plan
Corporate Goals
• Compensation Analysis
• Total Rewards Structure
• Search Strategy
• Strategic Directions
• Sales Force Assessment
• Gap Analysis
• Development Opptys.
• Behavioral Interview Process
• Aligned by Assessment
• Classroom, Field and Coaching
• Linked to Strategy
• Competition
• Product / Service Offerings
• Principal Customers
• Go to Market Strategy
S2T: Strategic Sales Transformation

21. Our MVSM Brand
Programs available today include:
• Sales Xselleration
– Trains on the entire sales process, from pre-call planning to
closing for commitment
– Modular programs
• CASP: The Commercially Astute Sales Professional
– The sales professional as a business professional
– Basics of business acumen, forecasting, competitive analysis,
value propositions, personal assessment / action plan

22. Our MVSM Brand
• Value Centric Selling (Show, Describe, Involve)
– Focused on sales approach / execution to complex buyers
– Selling on value, portfolio selling
• Impactful Presentation Training
– Grow participants confidence in presenting to audiences
– Deploy planning tools and modules for learning
• Negotiating in the Real World
– Understand what the process of negotiation involves, and the
various negotiation strategies
– Integrate best practices and complex negotiation simulations
– Identify situations that call for negotiation

23. About us:
Jay DeLuca, President
Jay DeLuca has extensive sales, sales leadership, marketing, national
accounts, distribution and group purchasing experience. His background is
centered on complex markets and selling environments combining external
and internal factors to lead customers to unique insights about their business.
Jay is versed in behavioral selling tools enabling partners to support
investment requirements to transform sales efforts. He and his team have
assessed and trained thousands of sales professionals across the globe in the
Americas, Europe and Asia Pacific. Recent engagements include multi-
national clients in healthcare, medical devices, military-aerospace,
pharmaceuticals, and manufacturing.
Jay’s experience offers a unique perspective of the complex selling
environment. His distinguished sales skills allow him to develop sales &
marketing strategies to organically grow sales within existing relationships
and by targeting new opportunities. Jay holds a B.S. in Business
Administration from Ohio Dominican College, now known as Ohio Dominican

24. About us:
Dr. Joe DeAngelis, Managing Partner
In this role he works with individuals and teams
internationally to maximize the human potential across the
business lifecycle. He has extensive experience in executive,
team and sales force assessment and transformation, business
integration, mergers and acquisitions, and strategic business
planning. He holds a B.S. cum laude in Behavioral Psychology
and a M.Ed. in Counseling Psychology. He earned his
doctorate by conducting extensive research analyzing the
effects of culture on the success rate of mergers and
acquisitions. Dr. DeAngelis is highly sought after for his views
on strategy alignment, leadership and sales assessment and
modeling, high performance teams, and individual
effectiveness.

25. About us:
Don Spivey, Master Trainer
Don Spivey is a Principal Partner and Sales Training Executive
with 40 years of experience in the Medical Device Industry. He
has extensive and progressive experience in sales training and
sales leadership training for the complex selling environment.
He is adept in designing and implementing sales training
curriculums that include blended learning solutions, online
training, remote training, instructor-led training, and skills
development training. As Global Sales Training Director at
Covidien, Don designed and delivered effective sales and sales
leadership training at all levels within the organization. Don
has B.A. degree in Business Administration from the University
of Southern Mississippi.

26. About us:
Mark Moyer, Sales & Marketing
Before joining Monarch, Mark served for 8 years as the Development and
Training Leader for Mallinckrodt, Inc., the pharmaceutical and medical
imaging division of COVIDIEN Inc., based in St. Louis, MO. At Mallinckrodt,
Mark was responsible for creation and delivery of programs for sales
representatives, inside sales, sales leaders and management, national
accounts and managed care representatives. He leads courses on strategic
account selling and management, professional selling skills, negotiating skills,
presentation skills, sales coaching, and selling to the executive suite. While
with Mallinckrodt, Mark initiated the Leadership Development Program to
identify, coach and develop management and leadership talent for the
growing sales organization.
With over 30 years of healthcare experience, Mark has also served as director
of sales training, director of marketing, national account representative, field
training manager, sales representative and product manager. He has trained
partners both domestically and internationally and holds a BS Marketing from
St. Louis University.

27. About us:
Deanna Sullivan, Client Services Director
Deanna has over 10 years experience in human
resources and now manages client services for
MSA. Deanna has worked as a corporate human
resource manager under some of the most
trying organizational conditions. Her unique
knowledge of our assessment tools and her
dedication to our clients has made the success
of our consulting work possible.

28. Testimonials
“Sales Intelligence has brought alignment and focus to our international
sales organization. What an eye opener!! We discovered previously unknown
yet critical gaps between our external and internal sales groups. From this we
aligned the optimal roles for our people based on competencies and
customer orientation. We are now more productive, driven, and competitive
as a result of this process.”
Vice President of Commercial Services,
Worldwide Technology Company
“The Sales Intelligence process clearly pointed out opportunities and
vulnerabilities in our sales force. A year later, our sales force is more engaged,
we are making better hiring decisions, and revenues are going up!”
Director of Sales,
Global Medical Devices Company

29. “The Strategic Sales Transformation process has brought our sales force
together, provided a common language of performance and accountability,
clearly defined expectations, and provided a platform to win in the future.
Our business is better today because of Dr. Joe DeAngelis.”
Vice President of US Sales,
Medical Devices Company
“When my employer consolidated sales teams, the number of leadership
positions decreased and my expected wait got longer. The MVSM team
helped me explore other opportunities and land a great sales leader role,
still within healthcare, and with a great new team.”
North American Sales Director
Testimonials