The document outlines Horizon Performance Group's process for developing a sales and marketing training plan for a client. It discusses assessing the client's needs, presenting an action plan, designing training programs, implementing the programs, and ongoing monitoring and improvements. The objectives are to build sales skills and customer relationships, implement account strategies, and ensure integrated sales development.

1. 1
(Specific Client) Corporation
Sales and Marketing
Development Process
with Horizon Performance Group
Horizon Performance Group, Inc.
2649 Calle Alegre, Pleasanton, CA 94566
Phone: (925) 461-4358 Cell (925) 918-2021

2. 2
Meeting Objectives
• Confirm information on your organization's needs
• Communicate core competencies
• Share marketing ideas and experiences
• Create a common understanding of results that
will be achieved
• Establish benchmarks and measures of success
• Answer any questions
Horizon Performance Group
Plan Project Overview

3. 3
HPG Expertise
Horizon Performance Group assists clients with the
development of their sales and marketing organizations.
We are a focused training and consulting company that
improves the bottom line results of direct selling by:
Linking
Marketing Objectives
To
Sales Strategies
And
Skill Development
Horizon Performance Group
Plan Project Overview

4. 4
Selling+Marketing Challenge
Markets Are changing radically
Companies Need to be more creative and
customer responsive
Customers Inside/Outside have become
more sophisticated and
business oriented
Salespeople Are chasing fewer customers
with a more complex buying process
and smaller budgets
Horizon Performance Group
Plan Project Overview

5. 5
AheadSelling
THE FUTURE ISN’T FOUND - IT’S INVENTED
How will products/services be sold in the future?
Transparent departmental objectives that are
synergistic towards corporate goals
Bundled and custom-tailored solutions
Timely customer strategies will drive organizational
resources
Increased demand on marketing programs to be “on
target” and monitor an ROI
Integrated marketing and customer strategies will
force sales managers to broaden their expertise
Horizon Performance Group
Plan Project Overview

6. 6
Innovating Your
Message/Delivery:
Project-Structured
Market-Specific
Customer-Focused
Horizon Performance Group
Plan Project Overview

7. 7
Example….Example….HPG Impact - Client Partnership
Horizon Performance Group
Plan Project Overview
Customer
Focus
F&B’s
SWOT
Sales
Excellence
Promotion/
Pricing
Product
Development
Solution
Providers
Creative
Marketing
Competitive
Advantage
Design Value Delivery Value

8. 8
• To analyze and contrast direct competitors via a third party
resource
– establish baseline for continuous analysis and monitoring
– adjust sales and service message to maximize impact
• To create advantage through horizontal partnerships to
establish competitive immunity
• Analyze business opportunities to provide
better/differentiated presentations targeted towards
product/service launches
• More effective business management by developing
employee’s skills/knowledge on focused niche markets
• Seamless Client Team approach to solving customer needs
Horizon Performance Group
Plan Project Overview
Example….Example….HPG Impact - Client Opportunities

9. 9
• Provide the What, How and Where to sell and deliver
value to customers
• selection of the “right”customer--Niche Marketing
• objective carve out of niche markets--DRG, CPT, incidence rates
• gaining customer insight to increase market share and retention
• Systematize skill training worldwide
• provide a transportable program to Sales & Service
• address local market distinctions, i.e., Capitation vs Fee-for-Svc.
• methods of measure pre & post
• expandable platform/ongoing process, i.e., beyond a training event
• Linking marketing objectives with sales strategies
• connect programs with sales and service execution
Horizon Performance Group
Plan Project Overview
Example….Example….HPG Impact - Client Objectives

10. 10
Horizon Performance Group
Plan Project Overview
• Assessment
– Metrics for program ROI
– Direct vs channel partner comparison
– Field travel/conference call f/u reports
• Design
– Transportable
– Outsource activities
– Train-the-Trainer certified
– Pre & Post measurements
– Tools
– Follow-up progress reports
Example….Example….HPG Impact - Deliverables

11. 11
Outside the BoxBox Marketing-Examples
• Communications with External Customer
– First Internet Symposium in Dx
– Customer Oriented Selling
– Objective/Analytical Strategic Sales Planning
• Communications with Internal Customer
– One Page Business Planning online
– Incentive programs
Horizon Performance Group
Plan Project Overview

12. 12
Outside the BoxBox Marketing-Examples
• Communications with customers
– Financial
• CPRR Billing
• Lease, sale or rental of capital equipment
• Forecasting Accuracy
– Clinical
• Clinical/financial outcome studies
• Protocols via internet
Horizon Performance Group
Plan Project Overview

13. HPG Process Overview
Horizon Performance Group
Training Plan Project Overview

14. 14
Process Overview
CONFIRM
MANAGEMENT
SUPPORT
DO NEEDS
ANALYSIS
(Gaps & Competencies)
PRESENT TRAINING
ACTION PLAN
YES
YES
ACCPETED
NO
NO
PROGRAM
NOT
TRAINING
PROBLEM
NO
PROGRAM
OR NOT
SUFFICIENT
PERCEIVED
NEED
REVISE
NO
PROGRAM
NOT
ACCEPTED
APPROVED
FOR
DEVELOPMENT
DESIGN/DEVELOP
TRAINING
DESIGN
MEASUREMENT
& FOLLOW-UP
SELECT AND
TRAIN TRAINERS
VALIDATE WITH
PILOT GROUP
COLLECT DATA,
ANALYZE, MAKE
CHANGES
IMPLEMENT
WITH FINAL
MATERIAL
MANAGEMENT
REVIEW
MANAGEMENT
REVIEW
REDESIGN
NO
WORK
ON-GOING
MONITOR & ENHANCE
IDENTIFIED
NEEDS
SALES PROCESS
ANALYSIS
SALES PROCESS
ALIGNMENT
Horizon Performance Group
Training Plan Project Overview
MONITOR
PROGRESS

15. 15
HPG Client Project Objectives
Horizon Performance Group
Plan Project Overview

16. 16
Horizon Performance Group
Training Plan Project Overview
Project Objectives - Example
Foundation &
Skills
Development
Building on
the
Foundation
Ongoing
Learning To
and Thru
Performance
3 Days 1 Day
Field
Application
90-180
Days
• Implement an ongoing account strategy
• Develop strong customer relationships
• Prepare for and open the sales call
• Establish, maintain and focus the sales dialogue
• Identify relevant and significant customer needs
• Thoroughly qualify each sales opportunity
• Recommend approaches and present solutions
• Clarify and manage customer concerns
• Gain customer commitment and close the sale
• Close the call and follow through on commitments

17. 17
Horizon Performance Group
Training Plan Project Overview
Integrated Sales Development

18. 18
HPG - Resource Rich
• Strategic Intent planning processes
• Organizational development and training in clinical Dx
• Process oriented, professional team develops custom
tailored programs tied to organizational goals
• Extensive network of competent, experienced, highly-
trained business consultants
• Affiliates positioned across the United States
• Certified in multiple sales models and time mgmnt.
• Licensed provider of software communication and
planning tool for upper to middle management.
Horizon Performance Group
Plan Project Overview

19. 19
“Excellence is not an act, but a habit.”
Aristotle
“The best way to predict the future is to
create it.”
Peter Drucker
Horizon Performance Group
Training Plan Project Overview