One company … unlimited solutions Sales Sturture and Accoutablitiy Pre Sales Structure and Accountably Presentation

One company … unlimited solutions Summary Slide What Have We Been Task With? Why Change? What do we want to achieve The Team Mission Statement Our Process Other Key Issues Final Presentation Questions?

One company … unlimited solutions What Have We Been Task With? Team Purpose: Increase market share and improve customer relationships. To put a working and reliable structure in place that allows for growth of our business, our people and adds value to our shareholders. Properly allocating the resources so that we get proper sales coverage.

One company … unlimited solutions Why Change? During or Vision Development meeting some key issues were brought up ** Lack of Accountability within our organization Not enough sales coverage Lack of relationships in the field Need for clear direction Poor communication NOV must be a more sales driving organization We lost contracts on lack of relationships (people don’t know us)

One company … unlimited solutions What do we want to achieve Better communications between the field and Calgary Accountability within the organization. To build a structure that creates a certain behavior from our sales people. We don’t need to reinvent the wheel just re-organize our team Get our salesmen driving and have achievable goals Connect the Account Manager in Calgary with the field sales to make sure we have a relationship at both ends

One company … unlimited solutions Ryan Nygard (Team Leader) Duane Wallace, Syd Onysko, Grant Rushton, David Lloyd, and Cal Whibbs Scott Hauck/Mike Doepel (Sponsor/Coach) The Team

One company … unlimited solutions Our First Starting point Mission Statement NOV – Canadian Distribution Services is the oilfield supplier of choice. Our innovative team is committed to enabling our customers to achieve their objectives by delivering profitable solutions. We are a professional sales driven organization, delivering superior customer service, which conducts itself with pride and integrity in a safe and fun environment. We attract and retain passionate, highly-skilled people by creating a culture of empowerment and accountability, while being recognized as “the place to work” in Canada.

One company … unlimited solutions Our process steps to revamping our sales structure Internal Information Gathering Team decided first we should survey or internal employees to better understand what there thoughts, issues, and recommendation would be. This step is also to allow employees some say in our new structure. Put together a survey questionnaire for employees (Hyper Link to survey questions) Broke down that data and found reparative suggestions and concerns alone with ideas on improvement as a team (Show Examples of Questionaire)

One company … unlimited solutions Our process steps to revamping our sales structure Cont. Using Internal Data put together a Project Plan Took the key informations from the survey and outline all the issues in a project plan..\Sales Structure Project Plan.mpp..\Sales Structure Project Plan.mpp With some coaching form our Sponsor we broke this plan down to highlight the key areas we need to focus on (Insert Team Project Plan) Sales Tools example completed by Syd (Insert Syd Work)

One company … unlimited solutions Our process steps to revamping our sales structure Cont. Next Steps Build a Sales Structure blue print from the data gathered from our project plan assignments Go more in depth into employees roles and what there responsibilities are (e.g. what do I need to report to my superior). Completely define each role in our “Blue Print” structure so there is a clear understanding of what is expect for each role. Confirm that new job descriptions will solve previous issues communicate in survey and through team research. why changewhy change Address other key issue (Communication and Targets)

One company … unlimited solutions Other Key Issues/Steps Communication How can we communicate better. What stops us from communicating. Does the new structure (Blue Print) allow for better communication between Calgary and the Field? Targets Outline key targets for each salesmen in the field and Calgary (ties in with accountability) Feedback Gather feedback from key personal within the organization of new sales structure proposal and break down data

One company … unlimited solutions Finale Presentation Present to Sponsor a proposed new sales sturture with accoutabily for each person clearly defined. Once approved get together with implantation team to outline procedures on for role out.

One company … unlimited solutions Sales Structure Example

One company … unlimited solutions Project Plan Example

One company … unlimited solutions Thank you…….

One company … unlimited solutions Thank you…….