Tools for sales force productivity GE commercial finance Re-Segmentation Transaction Database Modification Industrial Classification Coding Four-Digit

Digit Codes Leased Equipment Classification Operating Lease Finance Lease Prospective Customer Identification Customer Characteristics List Criteria (of customers prospect of doing business) Key Features (14 features)

Regression Analysis (based on) 14 Key Features Transaction Database

Prospective Customer List High Priority Prospects Low Priority Prospects

Sales Force Re-Design Relocation New Tools & Processes Results Augmented Business ($300 M) Increased Sales Higher rate of Conversion (19% increase) Targeted Marketing Campaigns

Setting targets

Cisco Company Website Launched Access to Website Managers All Levels Between Managers & Account Executives Individual Account Executives

Information Provided Sales Performance by: Region Product Line Other Options

Reps Pipelines Information Size of Each Opportunity Technology Requirements of Customer Competitors

Forecasting Weekly Forecasts Monthly Forecasts Quarterly Forecasts Result Improved Forecast Accuracy (variation in quarterly forecasts within +1 to +2) Other Tools PDAs Custom Applications Online Personal Compensation Rate Calculator Results of Other Tools Productivity Enhancement Data Entry Acceleration

Customer Activity Tracking

Increase in Reps Motivation Agreko Company Process Begin from the Top down Results ASM develop territories Accounts Quotas for individuals Approach of Goal Setting Gather Regional Data On critical Industry Level Set Goals for Growth

Process Ensure that Individuals Salesperson are In line With Corporate Objectives Stepping up productivity: Citigroups Global Wealth management division Targeted offering Focused on Two Things Growing its adviser and Banker Segmented its clients

Results: Generate an Average of $5.5 million per rep in revenue Optimized automation, tools and procedures Performance Management SAP Check the reps pipeline, time spent prospecting Outputs of the raps

Citigroup wealth management Provides professional development as rewards Agreko Company Reps involve in complex sales calls

Paid high salary plus bonus

Reps involve in less complex sales calls Paid commissions

Sales force development: Agreko north America Company Sales channels Telephone or internet Specialized sales reps are sent for large consultancy projects