ikon. considerations for a career in sales (questions you should ask yourself) v tangible or...

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S y s tem s A nalysts N e tw o rk Support C o lo r S c an n in g C a n o n , R ico h S c a n n in g S olu tio ns C a n o n , R ico h , E -C o py S y s tem s A nalysts N e tw o rk Support C o lo r P rin ting C a n o n , R icoh P rin tin g S olu tions C a n o n , R ic o h , H P C o lo r C opying C a n o n , R ico h C o p y in g S olutions C a n o n , R ico h M u ti-fu n c tio n a l S ystem s C a n o n , R ic o h , H P T o ta l O ffic e S olu tions IKON

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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

AWARDS AND HONORSAWARDS AND HONORS

Quotas Achievement

Monthly/Quarterly Bonus

Incentive Trips

Company Recognition Meetings

Involvement in Philanthropic Organizations

Quotas Achievement

Monthly/Quarterly Bonus

Incentive Trips

Company Recognition Meetings

Involvement in Philanthropic Organizations