SALES

Many Solutions. One Source.

Many Solutions. One Source.

Determining The Right Sales OrganizationDetermining The Right Sales Organization

Tangible or Intangible?

Travel Expectations?

Inside or Outside Positions?

Training and Developmental Programs?

Career Path Opportunities?

Industry Leader?

Technology Change?

Compensation Structure?

Tangible or Intangible?

Travel Expectations?

Inside or Outside Positions?

Training and Developmental Programs?

Career Path Opportunities?

Industry Leader?

Technology Change?

Compensation Structure?

QualificationsQualifications

Ambitious

Willingness to Learn

Responsible

Enthusiastic

Disciplined

Aggressive

Organized

“Why IKON”?“Why IKON”?

Top 50 companies to sell for—Selling Power Last 4 years

IKON University Training

Career Mobility Sales, Management, Six Sigma, Facilities

Almost 5,000 sales professionals worldwide 30,000 employees Worldwide

Corporate Partnerships Corporate Partnerships

Account Executive Level 1Account Executive Level 1Entry level sales position

Develop Knowledge of Organization, Products and Services

Building Customer Relationship Skills

Promotions Based on Skill Assessment and Quota Achievement

Account Executive Level 2-3Account Executive Level 2-3Engages C-Level Contacts

Total Solution Selling

Major Account ExecutiveMajor Account ExecutiveElite Account Management

Product Support SpecialistsProduct Support SpecialistsSpecific Sales Support on High End Technical Products

ManagementManagement

Career PathsCareer Paths

Account ExecutiveAccount Executive

New business and current customers Consultative approach (Total solutions provider) Responsible for taking care of accounts before the

sale and after the sale (building relationships) Sales Cycle

Establish opportunities through customer base, networking, and 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

TrainingTraining

Core I-Indianapolis (1 Week)- Corporate Philosophies

- Industry Overview In-House Indianapolis (1 Week)

- Internal Processes Core II-Columbus, OH (1

Week)- Sales Techniques- Equipment Demonstration

Training

Core III-Atlanta (1 Week)- Consultative Sales

Techniques- Sales Process

On going Training (Continual)

- Equipment Training- Team Training- Changing Processes- Mentor Development

Program

The “Typical Day” The “Typical Day” Arrive at the Office 7:30

- Review Sales Data Base

- Prepare For Appointments

- Contact Customers

Territory Activity 9:00 - 4:00

- Appointments

- Prospecting

- Solution Demonstrations

- Proposal Presentations

Back to the Office 4:30

- Set Appointments

- Work On Proposals

- Update Sales Database

Sales Support MechanismsSales Support Mechanisms

Hardware/Software Technicians

System Engineers Database Support

Specialists

Hardware/Software Technicians

System Engineers Database Support

Specialists

Manufacturer Product Representative

Customer Service Professional

Management At All Levels

Manufacturer Product Representative

Customer Service Professional

Management At All Levels

Local Autonomy Individual Empowerment Trainers Mentors

Local Autonomy Individual Empowerment Trainers Mentors

Awards And HonorsAwards And Honors

Quota Achievement

Monthly/Quarterly Bonus

Vendor Supported Incentives

Promotions

Circle Of Excellence (2006- Aruba)

Company Recognition Meetings

Involvement in Philanthropic Organizations

Interested? Interested?

Questions??