Many Solutions One Source SALES Determining The

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? v Compensation Structure?

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

“Why IKON”? v Top 50 companies to sell for—Selling Power Last 4 years v IKON University v v Career Mobility v v Training Sales, Management, Six Sigma, Facilities Almost 5, 000 sales professionals worldwide v 30, 000 employees Worldwide

Corporate Partnerships

Career Paths v Account 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 v Account Executive Level 2 -3 Engages C-Level Contacts Total Solution Selling v Major Account Executive Elite Account Management v Product Support Specialists Specific Sales Support on High End Technical Products v Management

Account Executive New business and current customers v Consultative approach (Total solutions provider) v Responsible for taking care of accounts before the sale and after the sale (building relationships) v Sales Cycle v l l l l 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

Training · Core I-Indianapolis (1 Week) · Core III-Atlanta (1 Week) - Corporate Philosophies - Consultative Sales - Industry Overview Techniques · In-House Indianapolis (1 Week) - Sales Process - Internal Processes · On going Training · Core II-Columbus, OH (1 Week) (Continual) - Equipment Training - Sales Techniques - Team Training - Equipment Demonstration Training - Changing Processes - Mentor Development Program

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

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

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

Interested? Questions? ?