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Transcript of SALES Many Solutions. One Source.. Determining The Right Sales Organization v Tangible or...
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??