The best system for identifying and recruiting sales talent

1. 1 Chally’s Talent Management Solutions Presented To: SALES GURU Peter Gilbert 17th February 2011

2. 2 Chally’s Talent Management Services Talent Selection Talent Alignment Talent Development What HR Chally Does Chally is the leading provider of Predictive Assessment Tools that help your clients increaseorganisational productivity and effectivenessacross their entire organisation: Only Chally has a single assessment that is predictivelyaccurate for talent selection, alignment, and development

3. 3 Chally’s Facts Dayton, Ohio based company with over thirty years of Research and Development Leading Selection and Development tools with a databaseofover 300,000 professionals with in-depth assessment and performance data Unparalleled database of 156 validated competencies and scientific research Predictive of future performance versus only descriptive of present skills Chally has assembled a world class panel of I/O psychologists who are providing input on Chally research and utilizing Chally’s database in their own research Serviced more than 2,500 clients in 49 countries and currently provide assessments in 12 languages

5. Sales Management

6. Customer Service

7. General Management35% of our business is associated with Leadership Development What HR Chally Does

8. 5 At Chally,It All Starts with our ONE Online Assessment One Comprehensive Assessment – 288 questions Does not have to be taken in a controlled environment Takes 45-60 minutes to complete Additional 36 mental ability questions for management Assessment available in 12 languages Collects 866 points of data “DNA” Assessment Measures… The candidate’s potential on-the-job behaviours relative to each predictive skill The candidate’s most distinctive (or driving) motivations and work habits The candidate’s candourin taking the assessment PROFILE The combination of Job Analysis and Validity Research identifies the knowledge, skills, and abilities (KSAs)—or, competencies—necessary for successful performance in specific job roles.

9. 6 Selection Accuracy Hiring success rates aren’t much betterthan a coin toss* Selection Method Improvement Over “Chance” Typical Interview 1% increase Personality Tests 1% increase Experience 5% increase Scorable Interview 7% increase “International Personnel Management Association” Using Chally’s Predictive Assessment for selection, our clients have consistently realized results 25% to 35% better than chance!

10. 7 Inside: Telesales/Mktg. Customer Service Indirect Sales Major Account Product/ Transactional Specialist Account Management (Farmer) New Business Development (Hunter) Sales to Resellers or through Distributors Outbound Customer Service Inbound Relationship (more Farmer) Product/System Chally Sales Profile Configurator Sales Specialty Map Outside: Field Sales Direct Sales Specialized Products/Services Full Line Territory Strategic Account Product/ Service Specialist System Specialist Consultive (more Hunter) Product/System

11. 8 Illustrative $160 Million $4M/person *$6 Million $150K/person *$34 Million Solution: Beat the 80:20 Rule If a 200 person sales force produces $200M in sales, and the 80:20 rule applies, the top 20% produces $160M and the bottom20% produces only $6M *Note: the sales distribution for the middle 60% and bottom 20% are for demonstration purposes only.

12. 9 *$74 Million $160 Million When the Correct People and Training are in Alignment a Dramatic Increase in Performance ALWAYS OCCURS! If we reassign or replace the bottom 20% with candidates that just meet or exceed “average” competency levels, we will increase sales by a minimum of 17% to $234M

13. 10 Management Configurator CEO/Chairman/President LineResponsible for Total Business Results/P&L StaffResponsible for a function; e.g., Finance, Engineering, H.R., Marketing/Advertising, Planning, etc. Ongoing Business Start-up/Turnaround Short-term(Project) Continuous(Production) MajorSpecialized Unit Self-ContainedBusiness Unit Profit CenterManager ManufacturedProducts/Service Sales/Service LineProject LineProduction SalesForce StaffProduction StaffProject CustomerService SalesAccounts Exec. Exec. Exec. Exec. Exec. Strategic Account Manager Mgr. Mgr. Mgr. Mgr. Mgr. Supv. Supv. Supv. Supv. Supv.

14. 11 Over 30 years of research - Actuarial Database (300,000+) Descriptive Assessment EEOC Compliant Predictive Assessment Available in 12 languages! Expert System Proprietary Algorithms compare results against 156 competencies Generic Glossary of Descriptive Terms Glossary of 200,000 unique explanatory statements tied to the 156 competencies Single application of data collected – results can change over time Ongoing Validation Studies Ability to produce multiple reports from data collected, measures reliable over time Why Chally is Better Other Assessment Providers Chally

16. Recommended if concerns addressed can be resolved

17. Not recommendedDescribes the candidate’s candor in responding to questions The Position Job Skills Sample Manager Assessment Report

18. 13 Definition of skill and graphic rating of level of competence Prediction of typical on-the-job behaviors and limitations Practical coaching tips for training and development Sample Manager Assessment Report

19. 14 Motivation or habit that is very evident in the candidate (+70% or -30%) compared to other successfully employed individuals Suggestions for a manager to best focus and motivate the candidate Sample Manager Assessment Report

20. 15 Employee report does not give a hiring recommendation Sample Employee Assessment Report

21. 16 Coaching tips geared toward employees Sample Employee Assessment Report

22. 17 Motivational characteristics and tips for employees Sample Employee Assessment Report

24. The relevant questions to ask for a given position

26. 20 The evaluation form includes a table for rating the candidate Sample Interview Guide

27. 21 An Effective Selection System Should Include …

28. 22 Using the Chally Assessment for Talent Alignment and Development

30. Can be a Sales,Manage-ment, or Executive best match

31. Can assist in employee redeployment

32. Gives “tips” for how to manageCareer Development & Succession Planning Management or Executive Best Match report(s) Predictive Assessment Results (PAR) Specific role report(s) Talent Audit

33. 24 Chally’s Career Development Best Match is available for Executive, General Management, or Sales

35. Provides a Motivation Analysis Profile (MAP) of the motivations most likely to influence a candidate’s behavior

36. Gives a Self Descriptive Index (SDI) of 12 different “habits” that are most frequently applicable to a work situationCareer Development & Succession Planning Best Match report(s) Personal Assessment Results (PAR) Specific role report(s) Talent Audit

38. Influence Motivators

39. Relationship Motivators

41. Assesses an individual in relation to the requirements of specific positions

42. Management Predicative Strengths index (PSI)

43. Can assess a candidate’s suitability for a position and clarify his/her development needs (High Potentials)

44. Gives “tips” for how to manageCareer Development & Succession Planning Best Match report(s) Personal Assessment Results (PAR) Specific role report(s) Talent Audit

45. 28 Chally’s Predictive Strengths Index provides an individual their top 10 strengths for either Sales or Management along with their line vs. staff and project vs. production orientation

47. Documents bench strength, identifies back-ups for key roles

48. Identifies key training requirements and needs

49. Provides objective information regarding human capital deployment and employee career development

50. Gives “tips” on how to manage individuals on staffCareer Development & Succession Planning Best Match report(s) Personal Assessment Results (PAR) Specific role report(s) Talent Audit

52. Johnson’s best career potential would be to advance in his present position.

54. 32 Return on Investment “Typical return” for the Chally predictive assessment system as measured by customer sponsored empirical studies:* 30% reduction in turnover: $1M savings/100 employees 30 - 35% increase in productivity per employee hired 85%+ accuracy in identifying high potentials * Percentage reduction in turnover, increase in productivity and accuracy derived from actual client data; data available upon request

55. 33 “The only quantitative sales benchmarks, assessment tools, and metrics for managing the “people” part of the 3 key pillars of business: Strategy, People, and Process” LeonardW. Frey III, IBM, Global Business Services, Principal, Service-Line Leader, Sales Strategy and Transformation “Chally is like the GPS to Sales Success” GerhardGschwandtner, Publisher of Selling Power “Chally is the proven comprehensive source of sales position assessment and sales research” Anjai"AJ" Gandhi, Managing Director, Sales Practice, Sales Executive Council Chally is leading the way to professionalize sales with support of universities that offer Sales Training! What Others are Saying About Chally’s Abilities within Sales Effectiveness!

56. 34 Some of our Valued Clients

57. 35 Benefits of Chally What differentiates Chally from other assessment providers? Chally is one of the few assessment providers that is able to predictively and accurately identify an individual’s skill potential for a specific position within your client’s organisation Chally’s tool is customisableto your client’s specific job requirements Chally’s extensive database, compiled over three decades and backed by over 350 cross-industry validity studies Challyconsistently reduces costly employee turnover by 30% and improves employee productivity by as much as 35% Chally is EEOC-compliant and can reduce your risk of legal action based on claims of discrimination With Chally a one-time assessment can capture the work skill DNA to effectively predict future success in other key positions