Mobile coaching provides a new way for sales organizations to provide on-demand, situation-specific coaching to mobile employees through their smart phones and tablets. It allows companies to optimize sales leader performance and reduce coaching expenses by 20% or more by extending strategic coaching into the field. A demonstration of the My Mobile Coach platform showed how it can deliver customized, short coaching tips, videos, and feedback surveys directly to salespeople on their mobile devices.

1. Mobile Coaching: The New Lifeline for Your
Sales Organization in a Mobile Work
Environment
Maureen Haga
Founder and President
M2Execution, Inc.

2. Share Your Mobile Experience
• Please fill out the three polling questions related to your
going mobile experience.
• Turn in completed questions to room attendant.
• If interested in entering the raffle for a complimentary half-
day consulting session for Going Mobile Strategic Factors,
Check Opt In Box.
• Polling results revealed during the session.
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3. M2Execution™
Who we are
Sales and Customer Experience Optimization Company
What we do
Dedicated to maximizing skills and mobilizing sales and service
organizations to grow their business, increase loyal customers and
reduce their internal cost.
Who we work with
Partner with clients from Fortune 500 companies to small
businesses to provide Instructor led training workshops.
Value we provide
Now offer customized mobile coaching and reinforcement with
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My Mobile Coach , a full service solution to facilitate
sustainable coaching and enhance sales and service organizations
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performance.
CONFIDENTIAL AND PROPRIETARY

4. Post Training Workshop Reinforcement
Then
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CONFIDENTIAL AND PROPRIETARY

5. Post Training Workshop Reinforcement
Now
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CONFIDENTIAL AND PROPRIETARY

6. Mobile Coaching: The New Lifeline for Your
Sales Organization in a Mobile Work
Environment
Simple Fact: Sales Professionals and Leaders are mobile.
Business Impact: Companies are looking for ways to keep their
competitive edge by providing their sales organization innovative
reinforcement and coaching solutions accessible at exact point of need.
Current State: The recent innovation in smart phone and tablet
technology has made it possible to provide consistent, at exact point of
need, relevant coaching and reinforcement to mobile sales and service
teams.
Today’s Focus: In this session, learn current practices for implementing
mobile coaching, receive guidelines for how to select a mobile coaching
use case, and identify relevant learning content and business intelligence
to include in mobile coaching for sales organizations.
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CONFIDENTIAL AND PROPRIETARY

7. Mobile Coaching: The New Lifeline for Your
Sales Organization in a Mobile Work
Environment
Take aways from this session:
• Understand key business, industry and workforce drivers
for going mobile and adopting mobile coaching
• Identify strategic factors for implementing a mobile
coaching solution
• Gain insights and considerations for transforming e-
learning content for mobile coaching
• Present a use case for adopting mobile coaching
• Experience a snapshot of mobile coaching with My Mobile
Coach™ demonstration
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CONFIDENTIAL AND PROPRIETARY

8. Top Learning Function Priorities 2012
Creating a learning strategy and plan
6.7% 5.3%
9.7% Design & Dev of leadership/management programs
12.8% 24.2%
Transitioning ILT to a technology-based training format
Selecting and implementing new learning technology
23.2% Design & Dev of technical, compliance, skills programs
12.9%
Measuring the impact or ROI of learning
15.4%
22.8% Integrating social learning into learning strategy
16.7% Developing training for external or extended audiences
20.7% Design & Dev of relationship, customer care, sales programs
20.4%
Developing and launching mobile learning content
Reducing the overall learning budget
Other
BHG Relationship Centered Learning, N = 622
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9. Going Mobile…Why Adopt?
Top Key Business Drivers
Gaining market share
3.7% Improving innovation
6.4% 8.6%
Delivering new products or services
9.7% Improving customer loyalty
33.2%
11.4% Cutting expenses
Expanding to emerging markets
11.5% 22.2% Building a stronger culture
14.5% Improve sales force effectiveness
19.7% Recruiting and retaining talent
Improving brand name
16.7% 16.8%
Improve marketing impact
17.0%
Mergers and acquisitions
Other
BHG Relationship Centered Learning, N = 622
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10. Going Mobile? Industry Drivers
Top Workplace Driver
Key Driver:
Five Generations in the Workplace Workforce Demographics Tomorrow
Learning isn’t one size fits all, it needs to
be flexible and targeted to address the
needs of the multiple generations in the
workplace by providing emerging
technologies and new delivery methods in
concert with traditional learning.
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11. Going Mobile – Industry Drivers
Top Workplace Driver
Key Driver:
Demand for
flexible, aligned, and consistent
access to knowledge and skills
to adapt to rapidly changing
business environment
Best in class organizations provide
learning both inside and outside the
organization.
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12. Going Mobile: Strategic Factors
Create a positive mobile coaching experience
Environmen Technology
t
Sales, support, field Mobile devices
service, etc. Systems
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13. Going Mobile: Strategic Factors
Create a positive mobile coaching experience
Content Strategy
Pre call
Transform learning
planning, sales
content
calls, RFP’s, executiv
TM e briefings, etc.
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14. Analysts’ High Marks for Going Mobile
Implementation of Mobile Web Learning can be
done within 90 days and changes quickly
integrated.
Due to fast moving technology
advances, expect mobile to be mainstream
for short learning modules
within the year.
Organizations that leverage mobile learning to
support their learning strategy are 58% more
likely to achieve Best-in Class
Mobile web applications (WAP) in general cost
less per user because they can be accessed by
any device with a mobile web browser.
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15. Mobile Coaching Solution User
Requirements
Customized
Secure
Relevant
Strategic
Intuitive
On-Demand
Innovative
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16. Customizes Learning Content and
Business Intelligence into Coaching
C O N T E N T
C S S
U T P
S R E
T A C
O T I
M E F
I G I
Z I C
E C
D
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17. Benefits of Mobile Coaching
• Life Line for
mobile, multigenerational
workforce
• Engaged Sales Leaders and Sales
Professionals by extending sales
coaching out in the field
• On-demand, situation specific
coaching at exact point of need out
in the field
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18. My Mobile Coach™ Creates, Hosts and Delivers
Customized Situation Specific Coaching
Short Video/Audio
, Situational, Cu Customized Podcasts Forward to a
Feedback Poll
stomized FAQ’s Colleague
Coaching Tips
Share subject matter
expertise
Succinct, impactful, relevant Secured access to Forward relevant link to
Tell us what you think?
messaging and/or content strategic, simple responses Colleague via email or text
Brand organization’s mission
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19. Unique Coaching
Tips
High
Frequency
Sales
Situation
Specific
High Level Overview Deep Dive Details
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20. Reporting Users
Activity and Value
Who used it
When they used it
How often they used it
Forward to colleague
Record use in LMS
M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.
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21. Fulfills Validated Mobile Coaching
Requirements
Intuitive
Relevant
Customized
Strategic
Short
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22. Mobile Coaching Use Case:
Sales Organization Performance Optimization
What’s the impact on the
business and the sales
organization if you could
optimize 20% of a sales
leaders performance and
salary expense?
Let’s take a closer look
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23. Mobile Coaching Use Case: Sales Organization
Performance Optimization
Business Need:
• Reduce sales cycle and reinforce
sustainable coaching culture
Business Impact:
• Optimize Sales Leaders
coaching time and expense
Solution:
• Extend Sales Managers strategic
and tactical coaching out in the
field at the exact point of need
for frequent sales coaching
situations
M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.
TM

24. Mobile Coaching Use Case: Financial Impact of
Sales Coaching Optimization
# Sales Leaders # Sales Monthly Yearly Internal
Professional on Internal Coaching
Team Coaching Savings to be
Savings to be re- allocated
re-allocated
1 10 $2,875 $34,500
5 50 $14,375 $172,500
10 100 $28,750 $345,000
20 200 $57,500 $690,000
50 500 $143,750 $1,725,000
Based on 1 Sales Leader per 10 Sales Associates at annual salary/benefits of $172,500. Optimize 20% of Sales Leaders Coaching
Time and Expense -
(Salary Data from 2011 CSO study)
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25. Going Mobile Thought Starter….
Select one strategic factor to discuss for Going Mobile
FACTORS THOUGHT STARTER QUESTIONS
• Environment of Mobile Workforce • What situation specific
• Technology they use 7/24 knowledge, skills, tool does the sales
• Content to reinforce and extend at exact point leader and/or sales professional need to
of need via Mobile Coaching access out in the field even right before
• Strategy to Enhance Performance to achieve sales calls in order to conduct effective
business outcomes sales call?
• What specific coaching situation does
the sales leader find themself coaching
with a high frequency with their Sales
Professionals?
• How do you currently provide
coaching and how would providing it
via mobile coaching and on demand
enhance performance?
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26. Experience My Mobile Coach
Visit www.m2execution to
schedule personalized
demonstration
M2Execution Proprietary and Confidential. Copyright 2009-2010 M2= Execution, Inc.
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27. Questions
mhaga@m2execution.com
630.318.6209
Twitter: @M2Execution
LinkedIn: Maureen Haga
Facebook: M2Execution
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