RDD Associate Learning Academy

Enterprise-wide Training, Education & Associate-development

RDD Associate Learning Academy
Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance
1

RDD Associates Core Leadership Strategy

Enterprise Sustainability - Laser focus on GROWING OUR BUSINESSES

train, develop & reward VALUED ASSOCIATE RESOURCES build momentum to ensure

FUTURE ENTERPRISE SUCCESS!

What is RDDs

ASSOCIATE LEARNING ACADEMY?

An enterprise-wide training, education & associate -development process, that:

For every RDD position, identifies core skills, business processes /

protocols, technology enablers and best business practices / solutions
critical to delivering sales agency SERVICE EXCELLENCE
Provides a comprehensive portfolio of fundamental and advanced
training/education modules facilitating associate development and building
organizational capacity and performance

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

Presentation Prep & Stds Key Discussion Topics

[I]
Course
Overview

Course Overview: Definition / Purpose / Rationale

Learning Outcomes & Objectives

[II]
Key
Elements &
Topics

Key Considerations & Inputs; Project Team & Resources

Methodology & Process; Technology Enablers
Appropriate Documentation & Output

[III]
Applications
&
Utilization

[IV]
Reference,
Recap &
Next Steps

Applications (Client, Customer and/or RDD-Directed)

Case Study Examples
Targeting Adaptation & Usage

Recap
Handouts & Reference Guide
Next Steps & Timeline

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

The secret of getting ahead is getting started.

Mark Twain

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

RDD Presentation Preparation and Standards

RDD has the tools available with the P5 Plans approach and methodology to create a
meaningful and informative presentation.
lanning

roduct
lace
rice
romotion
ogistics
alytics
hopper
Moving Forward - what are the steps needed to consider in your presentation

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

RDD Presentation Preparation and Standards

Our job impact and success depend on making effective presentations,.

We all have realized that over the past few years our customers have become more distracted,
demanding and skeptical.
The 40-slide, text-heavy PowerPoint presentation just doesn't work anymore (if it ever did).
We need to consider the simple presentation method making our presentation simple,
summarizing the point at hand, tailoring the presentation to the customer, explain what the
process and solutions are, reinforce the plans objective a results the recommended plan of action
with informative , clear, convincing and visually captivating and ask for the order or accept the
plan of action.
Elements to consider for an effective presentation:
LOGIC: the persuasive presentation for the point being addressed
RHETORIC: the facts that highlights the situation at hand
GRAPHICS: the program and visuals that deliver the evidence convincingly that your
proposal is the right way to move
POLITICS: the influence methods using the RDD P5 Plan Approach (IRI Trends Panel
Data Deli Insights) which allow you to create a meaningful presentation for persuading
the customer to act on your proposal
METRICS: measurement of the presentation's success You have succeeded in selling your
plan with this presentation or you have the opportunity to come back and secure your
objective

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

By failing to prepare, you are preparing

to fail.
Benjamin Franklin

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

10 Things to Consider when Designing a Presentation

1.Audience: Identify the communication preferences of the different personality types you will be dealing with.
Dress smartly for the call
2.Objectives: Set specific objectives for what you want your customer to think and do differently
after your presentation
3.Problem/Solution: Identify the problems your customer has that your presentation will contribute to solving
4.Evidence: List all the information that you think you may need to include in your presentation
5.Reference A Comparison: Identify brief example that highlight your most important points
6.Sequencing: Sequence your information so that it tells a compelling story
7.Graphics: Identify the most effective graphical elements to use in your presentation
8.Layout: Create slides that communicate your information concisely and effectively

9.Stakeholders: Identify any potential roadblocks to achieving your objectives, and make a
plan to deal with each
10.Measurement: Decide how you will measure the success of your presentation

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

1- Audience
Identify the communication preferences of the different personality types in your
audience.
Begin designing your presentation by thinking about what kinds of personality
characteristics will likely be present in your audience.
Write down a list of all the personality dimensions you expect to have
represented at your customer:
Extraverts, Introverts, or both?
Detail-oriented people (Sensors)
Conceptual types, Out Of The Box Thinkers, or both?
Feelers, Thinkers, or both?
Judgers (focused on closure)
Perceivers (focused on exploration)
Whenever you are in doubt, default to "both," so that you'll have all bases
covered.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

It does not matter how slowly you go as

long as you do not stop.
Confucius

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

2- Objectives
Set specific objectives for what you want your customer to think and do differently
after your presentation
The main thing here is to be very specific about how you want the minds and actions
of your customer to change as a result of your presentation.
SWOT Analysis
What are they thinking before your presentation? What will they be thinking after it?
What are they doing, or not doing, before your presentation? What will they start
doing, or stop doing, after your presentation?
You need to specify both the actionable and strategically aware of the changes you are looking
for in your customer. Because if they are not going to change either their thoughts or their
actions as a result of your presentation, then why are you wasting your time - or theirs?!

The From-To Think-Do matrix is a useful way to

capture this information.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

3- Problem/Solution
Identify a problem your customer has that your presentation will contribute to solving
If you want to capture and keep the attention of your customer every time, then
make sure that each presentation you make focuses on helping your customer to
solve an important problem.
This is critically important: if youre not helping to solve a problem for your
customer, then why are they listening to you?
The issue / opportunity that you choose to focus on must be a real one
(declining sales, competitive pressure, in-house wrong programming) one that is
likely going to cause a negative impact on their business, professionally and
perhaps personally, if it is not solved.
Ideally, there should be clear risks and real dollars at stake; for example, their
business volume and profits are going to suffer, opportunities will be lost,
competition will get the upper hand so their categories will decline.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

Start where you are. Use what you have.

Do what you can.
Arthur Ashe

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

4- Evidence
List all the information that you may need to include in your presentation

RDD has a complete tool box at your disposal required for you to create a
meaningful presentation under the P5 Presentation guidelines:
IRI
Panel Data
US Shopper Data
Trend Analysis
Deli Insights
Store Flix
Paul Mulvaney Questionable?
Include everything all the support, reasons, evidence that is relevant to your
message. Think of this as a brain-dump of everything that might go into your
presentation.
Include all the information you can think of that supports your proposal and
recommendations, and also the potential evidence against your
recommendationsbecause you are going to have to deal with this information
somehow, so you cannot just ignore it.
RDD Associate Learning Academy
Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

5- Reference a Comparison
Identify brief comparison that highlights your most important points
The purpose of this reference is to show you are adding value and
comparable success elsewhere with your recommendation and plan as well
as to once again emphasize it.
Each of these references can serve the role of making and proving your point
Be they a story told to you by another salesperson
Another customer success
Another success in another market
A new or different programming opportunity
But make sure your reference helps make a relevant point.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

Once you replace negative thoughts with

positive ones, you'll start having positive
results.
Willie Nelson

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

6- Sequencing and Set-Up

Sequence your evidence so that it tells a compelling story
In this point, you will take all the information you have gathered in the previous five steps
and sequence it into the form of a story.
Consider the following in putting your presentation together:
There is a fundamental insight about all good presentations: they proceed by
identifying the issues at hand and then have a recommendation for resolution.
The way to take advantage of this insight is as follows:
First, introduce your presentation with a situation why are we having this
presentation?
Anticipate any presentation complications and a have a resolution (You have
already thought about this in step 3)
Then ask yourself again: at this point, what is the most likely objection the customer would
have and raise? Write that as the next complication. How would you respond to it? Thats
your next resolution to consider. A consideration could be to add these to the appendix if
needed for future reference
Why could this approach work so well?
It works because you are not giving information to your customer without first creating
the need for that information thats the role of the complication in the process: it
raises a question, which creates the need for the answer, which you then providethe
resolution.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

7- Charts
Identify the most effective graphical elements to use in your presentation

At this point, you will decide what charts will provide the most convincing
display of your quantitative evidence. RDD has the resources, data and
software to give you anything you need.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

If you're going through hell, keep going.

Winston Churchill

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

8 - SLIDE LAYOUT
Create slides that communicate your information concisely
and effectively using the RDD P5 Plan outline
After gathering and sequencing all your information, you
will now lay out each slide. You need to decide definitively
whether you should be making a limited group or individual
presentation.
An essential principle in slide layout (especially for limited
group style slides) is to make each slide pass the squint
test. A slide passes the squint test if you can tell, even while
squinting at it (so that you cannot read any of the text), the
basic idea of the slide. The way to make a slide pass the
squint test is to design it so that the page layout itself
reinforces the main message of the slide.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

9 - STAKEHOLDER ANALYSIS
Identify any potential roadblocks to achieving your objectives, and make a plan to
deal with each
Often enough, some of the people whose support you need for the successful
adoption of your recommendation will not be in the room during your
presentation. To ensure success, you will need to identify those people and create a
plan to get each of them to agree to the steps that they need to take if your
recommendation is going to bear fruit.
Think through each of the critical decisions that have to be made in order for your
recommendations to be implemented, and who needs to make each of those
decisions.
Think also about whether there are any people who, if they decided that they did not
like your ideas for any reason, could block their implementation. Make a list of all
these people. You will need to approach those who are not going to be in your
audience, preferably before your presentation.
You may also want to approach some of the more important ones who are going to
be in your audience, in order to try to pre-sell them on your ideas. Once you have
your list of people, write down beside each one of them what they need to think or
do for your recommendation to be a success, and where you think they stand right
now. Then create a plan for how you will influence each, and schedule meetings
accordingly.

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

Our greatest weakness lies in giving up. The

most certain way to succeed is always to try
just one more time.
Thomas A. Edison

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

10 - MEASURING SUCCESS
Decide how you will measure the success of your presentation:
The final step is to measure the success of your presentation.
At one level, the success or failure of your presentation should be obvious rather quickly
- either your audience did what you asked them to do, or they did not.
Informally, another measure of success is to observe the quality of the discussion that
accompanied or followed your presentation.
Success is often indicated by your customer starting to work out the details of what you
are proposing, right during your presentation.
Create a next steps list for follow-up on the sale of your presentation or the necessary
steps remaining to close the deal

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance

Congratulations

Celebrate
Your Success

Watch Bob
Smile

Watch Our
Commissions
Grow

Which Allows
RDD To Grow

Template header
Any Questions, Comments or Ideas?

Thank you for your

participation!!!

RDD Associate Learning Academy

Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building Performance