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SALES

Many Solutions. One Source. SALES. Determining The Right Sales Organization. v Tangible or Intangible? v Travel Expectations? v Inside or Outside Positions? v Training and Developmental Programs? v Career Path Opportunities? v Industry Leader? v Technology Change?

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SALES

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  1. Many Solutions. One Source. SALES

  2. Determining The Right Sales Organization v Tangible or Intangible? v Travel Expectations? v Inside or Outside Positions? v Training and Developmental Programs? v Career Path Opportunities? v Industry Leader? v Technology Change? v Compensation Structure?

  3. Qualifications v Ambitious v Willingness to Learn v Responsible v Enthusiastic v Disciplined v Aggressive v Organized

  4. “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

  5. Corporate Partnerships

  6. Career Paths vAccount Executive Level 1 Entry level sales position Develop Knowledge of Organization, Products and Services Building Customer Relationship Skills Promotions Based on Skill Assessment and Quota Achievement vAccount Executive Level 2-3 Engages C-Level Contacts Total Solution Selling vMajor Account Executive Elite Account Management vProduct Support Specialists Specific Sales Support on High End Technical Products vManagement

  7. 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 Account Executive

  8. Training • Core III-Atlanta (1 Week) • Consultative Sales Techniques • Sales Process • On going Training (Continual) • Equipment Training • Team Training • Changing Processes • Mentor Development Program • 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

  9. The “Typical Day” u Arrive at the Office 7:30 - Review Sales Data Base - Prepare For Appointments - Contact Customers u Territory Activity 9:00 - 4:00 - Appointments - Prospecting - Solution Demonstrations - Proposal Presentations u Back to the Office 4:30 - Set Appointments - Work On Proposals - Update Sales Database

  10. Sales Support Mechanisms • Manufacturer Product Representative • Customer Service Professional • Management At All Levels • Hardware/Software Technicians • System Engineers • Database Support Specialists • Local Autonomy • Individual Empowerment • Trainers • Mentors

  11. Awards And Honors vQuota Achievement v Monthly/Quarterly Bonus v Vendor Supported Incentives v Promotions v Circle Of Excellence (2006- Aruba) v Company Recognition Meetings v Involvement in Philanthropic Organizations

  12. Interested? Questions??

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