Precision Sales Engineering is a team of highly skilled, successful sales managers who have navigated through 'rough seas', and designed the right tools to help companies steer their sales organization into the global marketplace with precision. Loλgitude™ Sales Navigation Management is a pre-configured software application that 'snaps-on' to your Salesforce.com installation delivering a systematic, 'closed-loop' process for eliminating risk in the sales pipeline, and achieving more predictable and consistent sales results.  Loλgitude™ requires no traditional technology system integration - it “bolts on” to your existing Salesforce.com CRM system in approximately 10 minutes. Loλgitude™ is fully customizable and configurable - it provides each client organization with access to a complete “model” environment that contains every element discussed above. This permits clients to clone and copy pre-configured sales plans, objectives and measures allowing the client to fully customize their implementation to their specific requirements. Loλgitude™ provides complete support - all the elements of implementation, training and support are backed up by an extensive professional services capability. Loλgitude™ is low cost - first year investment is less than a low level tele-marketer with no limit on users. Just an annual maintenance fee in subsequent years as the system and features are improved.

1. Know
Where
You
Are.
Know
Where
You’re
Headed.™
1
Loλgitude®
–
Sales
Naviga4on
Management®
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012

2. Sales Management As A Process
Manage
Sales Management is an
Coordinate
sales
sales
end-to-end business process
hierarchy
training
and
staff
focused on aligning the entire
organization with the needs of
its customers.
The key attributes are:
Forecast
sales
and
Prepare
and
profitability
manage
budget
1- Define and communicate
clear objectives throughout
the sales organization; and
2 - Focus sales pursuits to
prospects that are in a buying
Analyze
Monitor
sales
customer
cycle
staBsBcs
preferences
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

3. Top Sales Management Priorities
Having
a
process
is
not
the
same
as
using
a
process.
39%
of
respondents
in
an
HBR
study
reported
less
than
50%
of
their
sales
force
follow
proscribed
sales
processes.
Source:
Understanding
What
Your
Sales
Manager
Is
Up
Against“
Harvard
Business
Review
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

4. Where Sales Process Fails
Companies
employ
4
types
of
sales
process
u4liza4on:
1. No
standard
sales
process;
Priority
1
2.
Have
adopted
a
sales
process
but
don’t
manage
to
it;
3.
Managem
to
a
sales
process
but
only
monitor
backward
looking
data;
and
4.
Dynamically
monitor
and
provide
feedback
on
the
use
of
their
sales
process.
Type 4 companies are formidable competitors—the can adapt to a
dynamic market and their performance ratings tend to be much higher
than those of the rest of the survey population.
Source:
Understanding
What
Your
Sales
Manager
Is
Up
Against“
Harvard
Business
Review
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

5. Where CRM Falls Short
The
needs
of
sales
managers
and
execu4ves
has
been
completely
overlooked
by
CRM
vendors.
Sales
Data
Capture
1.
Contact
management
and
deal
tracking
tools
are
designed
primarily
for
the
field
sales
organiza4on.
2.
Sales
Managers
and
execu4ves
are
limited
to
viewing
CRM
reports.
REPORTING
DEAL
TRACKING
3.
Most
of
what
has
been
captured
and
LEAD
MANAGEMENT
stored
in
call
reports,
forecasts,
win/loss
reports,
and
CRM
systems
is
data.
CONTACT
MANAGEMENT
4.
Most
of
this
is
not
useful
because
historically
there
was
no
well-­‐defined
Standard
CRM
does
NOT
provide
oversight
for
process
behind
the
data
crea4on
to
sales
managers
to
plan,
track
and
make
real
ensure
consistency
and
quality.
4me
course
correc4ons
across
the
field
sales
organiza4on
to
achieve
sales
objec4ves.
Source:
Understanding
What
Your
Sales
Manager
Is
Up
Against“
Harvard
Business
Review
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

6. What’s Missing?
Pursuit of Predictable Sales Results
INTELLIGENT
ACCOUNT
TARGETING
SALES
PLANNING
PERFORMANCE
METRICS
SALES
OBJECTIVES
Sales
Performance
Management
by
Sales
Managers
Achieving
Predictable
Sales
Results
Sales
Data
Capture
by
Account
Managers
REPORTING
DEAL
TRACKING
LEAD
MANAGEMENT
CONTACT
MANAGEMENT
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

7. The Intelligent Pursuit Process™
Sales
managers
need
a
system
‘built
by
sales
managers
for
sales
managers’
enabling
them
to
produc4vely
manage
a
systema4c,
standardized
sales
process:
•
A
systema4c
approach
to
achieve
more
predictable
and
consistent
sales
results.
•
Intelligent
account
targe4ng
to
reveal
the
true
poten4al
of
the
buying
popula4on.
•
A
method
to
focus
sales
personnel
on
qualified
buyers,
vs.
total
reliance
on
‘hit-­‐or-­‐miss’
direct
marke4ng.
•
Suppor4ng
technology
providing
real-­‐4me
‘course
and
speed’
to
assist
sales
managers
to
chart
and
control
territory
management.
•
Objec4ves
and
measures
to
mark-­‐out
your
sales
plan
and
stay
on
course.
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

8. Loλgitude is a 3-Part System Architecture
Part
1
Part
2
Part
3
Account
Inventory
Management
Sales
Naviga4on
Planning
Account
Intelligent
Intelligent
Center
Pursuit
Control
Porholio
Management
Process
Account
Targe4ng
Control
Module
Module
Account
Development
Management
Sales
Planning
Control
Naviga4on
Center
Module
sets
the
focus
of
Control
Module
tracks
the
Intelligent
Pursuit
Intelligent
Pursuit
Process
the
results
of
the
Process.
directs
the
day-­‐to-­‐day
ac4vi4es
Intelligent
Pursuit
of
the
extended
sales
Process.
organiza4on.
Loλgitude®
–
Sales
Naviga4on
Management
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012

9. Part 1 – Systematic Planning and
Monitored Execution
Loλgitude’s™
sales
performance
plans
provide
selling
teams
with
real
4me
visibility
into
what’s
expected
of
them.
Loλgitude’s™
playbooks
detail
every
stage
in
our
standardized
pipeline
development
process,
resul4ng
in
more
predictable
sales
cycles
and
more
successful
outcomes.
Sales
Planning
Control
Module
Loλgitude® – Sales Navigation Management® is a product of Precision Sales Engineering, a division of Objective Solutions, LLC ©2012

10. Part 2 – Targeted Pursuit of Customer Buying
Cycles
STEP
1
• Sales
Management
defines
sales
target
profiles
STEP
2
Industry
Compe4tors
Preferred
Industry
Sector
Mapped
Hierarchy
• Research
Outreach
validates
data
profiles,
stack
ranks
results
and
Buying
Cycles
Pursuit
Priority
Contact
Quality
narrow
down
database
Intelligent
Pursuit
Module
STEP
3
Account
Inventory
• High
quality
target
records
Manageme
nt
are
assigned
to
Sales
Teams
Account
Porholio
Intelligent
Manageme Account
Targe4ng
nt
Account
Developme
nt
Manageme
for
pursuit
nt
Loλgitude®
–
Sales
Naviga4on
Management
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012

11. Part 3 – Bringing It All Together in the
Loλgitude Navigation Center
Loλgitude’s
Naviga4on
Center
contains
11
custom
dashboards
that
track
all
key
performance
metrics
of
the
complete
Loλgitude
system.
Naviga4on
Center
Control
Module
Loλgitude®
–
Sales
Naviga4on
Management
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012

12. Why Do I Need Loλgitude?
Loλgitude
fills
the
gap.
Iden4fy
and
pursue
high-­‐value
sales
targets
Views
the
total
available
ready-­‐to-­‐buy
market
Control
over
data
management,
usage
repor4ng
Sales
performance
plans
validate
actual
results
vs.
objec4ves
Real
4me
intelligence
for
swik
course
correc4ons
Manage
Sales
Hierarchy
to
Sales
Plan
implementa4on
Loλgitude®
–
Sales
Naviga4on
Management
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012

13. Paul Sidorenko, SVP Sales
paul.sidorenko@precisionsales.com.co
415-867-9022
λ
CRM
1.0
Loλgitude
is
gaining
fast!
Loλgitude®
–
Sales
Naviga4on
Management®
is
a
product
of
Precision
Sales
Engineering,
a
division
of
Objec4ve
Solu4ons,
LLC
©2012