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System s AnalystsNetwork Support
Color ScanningCanon, Ricoh
Scanning SolutionsCanon, Ricoh, E-Copy
System s AnalystsNetwork Support
Color PrintingCanon, Ricoh
Printing SolutionsCanon, Ricoh, HP
Color CopyingCanon, Ricoh
Copying SolutionsCanon, Ricoh
Muti-functional SystemsCanon, Ricoh, HP
Total Office Solutions
System s AnalystsNetwork Support
Color ScanningCanon, Ricoh
Scanning SolutionsCanon, Ricoh, E-Copy
System s AnalystsNetwork Support
Color PrintingCanon, Ricoh
Printing SolutionsCanon, Ricoh, HP
Color CopyingCanon, Ricoh
Copying SolutionsCanon, Ricoh
Muti-functional SystemsCanon, Ricoh, HP
Total Office Solutions
IKONIKON
CONSIDERATIONS FOR A CAREER IN SALES(QUESTIONS YOU SHOULD ASK YOURSELF)CONSIDERATIONS FOR A CAREER IN SALES(QUESTIONS YOU SHOULD ASK YOURSELF)
Tangible or Intangible?
Travel Expectations?
Inside or Outside Positions?
Training and Developmental Programs?
Career Path Opportunities?
Promotion From Within?
Industry Trends?
Technological Change?
Compensation Structure? (Limitations)
Tangible or Intangible?
Travel Expectations?
Inside or Outside Positions?
Training and Developmental Programs?
Career Path Opportunities?
Promotion From Within?
Industry Trends?
Technological Change?
Compensation Structure? (Limitations)
QUALIFICATIONSQUALIFICATIONS
Self-starter
Willingness to Learn
Responsible
Ambitious
Enthusiastic
Disciplined
Aggressive
Determined
Organized
Self-starter
Willingness to Learn
Responsible
Ambitious
Enthusiastic
Disciplined
Aggressive
Determined
Organized
CAREER PATHSCAREER PATHS Account Representative
Entry level sales position
1 year tenure for promotional opportunity
Quota achievement and developmental skills assessment
$25,000 monthly quota
Account Executive
2-5 year tenure for promotional opportunity
Exceed quota achievement and developmental skills assessment
Strong sense of business operations
$55,000 monthly quota
Major Account Executive
5-10+ years
$100,000+ quota achievement
Master an understanding of core business operations
Product Support Specialists
Management
Executive Management
Account Representative
Entry level sales position
1 year tenure for promotional opportunity
Quota achievement and developmental skills assessment
$25,000 monthly quota
Account Executive
2-5 year tenure for promotional opportunity
Exceed quota achievement and developmental skills assessment
Strong sense of business operations
$55,000 monthly quota
Major Account Executive
5-10+ years
$100,000+ quota achievement
Master an understanding of core business operations
Product Support Specialists
Management
Executive Management
ACCOUNT REPRESENTATIVEACCOUNT REPRESENTATIVERamped quota up to $25,000 per month
New business and current customers
Exhibiting a consultative approach (a true solutions provider)
Responsible for taking care of accounts before the sale and after the sale (building relationships)
Sales Cycle
Establish opportunities to provide a total office solution through various activities such as cold calling, telemarketing, and current customer account reviews.
Manager ride days
Support specialists/mentor ride days
Demonstrate equipment (internal or external)
Proposal presentations
Authorize paperwork
Ensure customer satisfaction with after the sales support
Ramped quota up to $25,000 per month
New business and current customers
Exhibiting a consultative approach (a true solutions provider)
Responsible for taking care of accounts before the sale and after the sale (building relationships)
Sales Cycle
Establish opportunities to provide a total office solution through various activities such as cold calling, telemarketing, and current customer account reviews.
Manager ride days
Support specialists/mentor ride days
Demonstrate equipment (internal or external)
Proposal presentations
Authorize paperwork
Ensure customer satisfaction with after the sales support
A REGULAR DAY IN SALESA REGULAR DAY IN SALESThere is no “Regular Day” in Sales. Every Day is
Different
In the office by 7:30
Review Sales Data Base
Prepare For Appointments
Make Phone Calls
Out In The Territory By 9:00
Appointments
Cold Calls
On-site Demonstrations
In-House Demonstrations
Back to the Office 4:30
Work On Proposals
Make Phone calls
Update Sales Database
Wrap Up Day
There is no “Regular Day” in Sales. Every Day is Different
In the office by 7:30
Review Sales Data Base
Prepare For Appointments
Make Phone Calls
Out In The Territory By 9:00
Appointments
Cold Calls
On-site Demonstrations
In-House Demonstrations
Back to the Office 4:30
Work On Proposals
Make Phone calls
Update Sales Database
Wrap Up Day
TRAININGTRAINING Core I-Indianapolis (1 Week)
Internal Processes
Corporate Philosophies
Industry Overview
Core II-Columbus, OH (2 Week)
Sales Techniques
Equipment Demonstration Training
Core III-Atlanta (1 Week)
Sales Techniques
Sales Process
On going Training (Continual)
Equipment Training
Team Training
Changing Processes
Mentor Development Program
Core I-Indianapolis (1 Week)
Internal Processes
Corporate Philosophies
Industry Overview
Core II-Columbus, OH (2 Week)
Sales Techniques
Equipment Demonstration Training
Core III-Atlanta (1 Week)
Sales Techniques
Sales Process
On going Training (Continual)
Equipment Training
Team Training
Changing Processes
Mentor Development Program
SALES SUPPORT MECHANISMSSALES SUPPORT MECHANISMS
Hardware/Software Technicians
System Engineers
Trainers
Database Support Specialists
Mentors
Manufacturer Product Representative
Customer Service Professional
Management At All Levels
Local Autonomy
Individual Empowerment
Hardware/Software Technicians
System Engineers
Trainers
Database Support Specialists
Mentors
Manufacturer Product Representative
Customer Service Professional
Management At All Levels
Local Autonomy
Individual Empowerment