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Automatic Data ProcessingChris Chappel
November 2nd, 2010
Agenda
• Company Overview
• Interviewing Tips
• Employment Opportunities
• Questions and Answers
Company Overview
• 60 years in data processing through products and services
• Nearly $9 billion in annual revenue with 585,000 clients worldwide in over 30 countries
• Over 41,000+ associates worldwide
• One of Fortune Magazine’s Most Admired Companies
• 1 of only a handful of companies rated AAA by both Standard & Poor’s and Moody’s
• Two major divisions:– Employer Services - Payroll, benefits, human resource, and other
business process management services– Dealer Services - Integrated technology solutions for all areas of vehicle
dealerships
5
Business Accolades
5
ADP has earned accolades from a variety of distinguished organizations and publications.
1 of a handful of AAA rated US Industrial Companies
Companies that Care Honor Roll (2009)
Ranked #1 on FORTUNE Most Admired companies
in the Financial Data Services Category (2009-
2010)
List of “Best Places to Work in IT” (2010)
ADP ranked # 2 on the Top125 List (2010)
DiversityInc, Top 50 companies for Diversity
(2010)
#281 largest US company (2010) Largest in US payroll
services
Working Mother Top 100 Companies (2009)
Employer Services
Both divisions leverage each others scale, locations and
technologies.
Market Leader
• For Employers of All Sizes — payroll, benefits, human resource, and other business process management services
• Pays 1 in every 6 private sector workers in the U.S.
• Pays 33 million people in 33 countries
• Prepares over 50 million form W-2s
• Collects and moves over $1.3 trillion in client payroll tax, direct deposit and related funds
• Average client life cycle: 10 years
Interview Tips 101How to get the job!!!!
Tips for Interviewing
• The 3 P’s of Interviewing – preparation, presentation and perseverance
• Buzzwords- interview and resume
• Questions at the interview
• Personal success statement
Be Prepared
• Know what kind of interview to expect
• Know why you want the job
• Be able to express the marketable skills you have to offer • Be ready for the killer question.…
WHY SHOULD I HIRE YOU FOR THIS JOB?
• Prepare questions
• Line up your references in advance
• Prepare a brag book with accomplishments
Presentation
• WEAR YOUR BEST SUIT
• Arrive early
• Bring extra resumes, notepad/portfolio, pen
• Be sure you know how to pronounce your interviewer's name
• Be polite to everyone you meet in the office
• Be personable as well as professional
• Do not chew gum, smoke, swear or use slang
Presentation Cont…
• Be aware of body language
• Assume all questions are asked for a good reason and answer accordingly
• Feel free to ask for clarification before answering a question
• Take some time to formulate your answers before you speak
• Answer all questions honestly
• Do not bad mouth old employers, BE POSITIVE!
Perseverance
• Go after the job like you would a prospect
• BE A CLOSER!!!!
• Follow-up with each interviewer in the process
• Get a business card
• Send a thank you letter, ASAP, to each interviewer
Buzz Words for an Interview
B2B Outside SalesBusiness to Business outside sales
Cold call An unannounced sales pitch or sales call to a potential customer
Direct marketing Marketing strategy intended to make sales, rather than create preferences or name-brand recognition, by interacting directly with a target market and giving its members a chance to respond. An example would be a telemarketer calling a person from a target market and giving her an opportunity to purchase a product.
Foot canvassingIn- person sales prospecting activity in a geographic location resulting in either the gathering of leads for future sales calls or an unannounced, unscheduled sales pitch to a potential client
Buzz Words for an InterviewMarket share
Total number of units sold by a particular company expressed asa percentage of the total number of units sold by the entire market. An effective means of benchmarking competition.
Product mix The collection of products a company offers to the market. A product mix can be either wide/broad (offering a large number of products) or narrow/limited offering only a few products).
Territory
Geographic Location assigned to a salesperson in which he orshe is designated to build a client base resulting in revenue
Quota
Revenue or activity goals assigned to a sales person. Performance is often measured by your ability to meet quota
Buzz Words for a Resume
• Entry-Level• Outsides Sales• Inside Sales• Cold Call• Telemarketing• Prospecting• Scholarships• Working your way
through school
• Quota• Marketing/Sales• Recent Grad• Internship• Sales Club• Competition• AMA• Sports (athletics or
some variation)
How important are my questions at the interview?
Tips-
• Ask specific questions about the job..what is an average day..how do you measure success… etc..
• Your question should always indicate that you have researched the Organization.
• The question should never raise barriers to getting a job offer. Example - " Would I really have to work weekends?” or “What are the hours?”
• Always have at least 5-7 questions prepared
For many interviewers your questions are at least as important as your answers!!
Do NOT ask:
"What does your company do?"
(You should have researched this)
Things you should know before going into an interview
• The company's line of business/ business category
• Date the company was established- Recent/current events.
• Approximate Revenue last year
• Are they a regional, national or international company
• How is the company organized
• Career tracks mentioned on the company's web site
Your Personal Success Statement
…And the answer to the question …Why should I hire you for this job?
• What makes you successful and right for a job in outside sales?
• What characteristics do you have that will make you successful in sales?
• What experiences will you draw from to be successful?
• If you’ve had sales exp…do you have documentation that proves your success?
Every manager wants to hire…….a proven success.
Everyone has a success story to tell
All you have to do is …
SELL IT!!!
The ADP Opportunity
Associate District Manager
• Small Business consultant helping entrepreneurs• Helping grow businesses • Streamline their operations through outsourcing. • Network with influential leaders in the business
community including CPA’s, bankers and clients to generate additional leads and referrals.
• “It is a prospecting environment where the job will get easier through referrals as you build the relationships.”
ADDITIONAL POINTS:• Geographic territories that consists of roughly 20% clients and 80% prospects, with an emphasis on developing new business• Typical Sales Activity: Cold calling and foot canvassing • Quota driven, fast paced and high transaction environment • 65% Referral Based Selling (Banks/CPA/Clients)
ADP Career GrowthSBS Outside Sales is a Career not just a Job! There are new job titles
evolving everyday at ADP…the opportunity is limitless.
Career Path in Sales •District Manager•Senior District Manager•Total Source District Manager•401K District Manager•Major Account District Manager•National Account District Manager•Specialized DM (healthcare rep, CPA and Bank DM)
Career Path in Management •Sales Training Manager
•Regional Training Manager
•Sales Trainer
•Sales Operations
•Sales Manager
•Sales Director
•Sales Executive
•Area Sales Executive
•Area Vice President
•Division Vice President
Career Path at ADP•Corporate Training and Sales Operations
•Recruiting Organization and HR
•Client Services Executive and Implementation
•Technology and Service opportunities
•Marketing
What we look for in a candidate…
Relationship Building Relationship Building
Sales Orientation
Strong Strong Work EthicWork Ethic
Possess a Possess a Competitive EdgeCompetitive Edge
Presentation, Selling, Presentation, Selling, and Closing Skillsand Closing Skills
Quota-DrivenQuota-Driven
Incentive-DrivenIncentive-Driven
AggressiveAggressive
ResilienceResilience
The ADP Profile
We are looking for Qualified Sales Professionals with• 0-3 years sales experience• Bachelor’s degree• Cold calling Experience• Good Written and Verbal Communication• Good Decision Making Skills• Clear Goals/Ambitious• Past Accomplishments• Can overcome Obstacles/Objections• Have a drive and passion for sales
Benefits
• Comprehensive Health Care - Medical, Dental, Vision
• 401k Plan• Pension Plan• Discount Programs• Tuition Reimbursement• Training and Education• Paid Time Off• Incentive Trips to Ireland,
Hawaii, Monte Carlo, etc.
Current ADP Opportunities
• Sales Internships• Outside Sales Representative• Client Services Representative• Tax Analyst (Accounting)
To learn more about ADP, please visit our website at:
www.ADP.comTamara Welch
866-445-3959
Dana Stewart
404-968-9312
Become a fan of ADP CAREERS on Facebook
Questions?
