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Abby Roderique Jessica Jennings Madeline Brockley Weston Willis. Background. Arck Systems manufactured & sold enterprise hardware servers Rob Chatterji, CEO of Arck, decided to acquire Lux Software

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abby roderique jessica jennings madeline brockley weston willis
Abby Roderique

Jessica Jennings

Madeline Brockley

Weston Willis

background
Background
  • Arck Systems manufactured & sold enterprise hardware servers
  • Rob Chatterji, CEO of Arck, decided to acquire Lux Software
  • Arck’s EVP of Sales, Bryan Mynor would now manage both Lux’s and Arck’s current sales teams as separate entities
problems
Problems
  • Hardware vs. Software approaches to selling
  • Targeting different decision makers
  • Differences in sales compensation plans at Arck and Lux
  • Mynor altered the compensation policies
        • Existing salespeople quit
mission statement
Mission Statement

Arcx’s mission is to deliver innovative and technologically sound hardware/software products in order to satisfy the needs of our customers. We strive to provide the highest quality service and support to remain a top solutions provider within the technology industry.

job analysis
Job Analysis
  • Important to Analyze differences between the hardware and software account management roles
  • What tasks, responsibilities, and environmental influences are involved with each job:
    • Hardware Analysis
    • Software Analysis
sales team recruitment selection
Sales Team Recruitment & Selection

Sources:

Internal (Employee Referrals)

External

  • Job Boards (Monster.com, Indeed.com, Glassdoor.com)
  • LinkedIn
  • Industry Events/Trade Shows
job description requirements
Job Description & Requirements

Hardware Account Manager

To be successful in this role, you will need to be meticulous in everything that you do. You should also have extensive computer hardware knowledge and be able to explain intricate concepts to non-technical personnel.

Software Account Manager

You are required to have a strong consultative sales approach, passion for the IT/tech industry, as you will serve as a trusted adviser for all of your clients.

job description requirements continued
Job Description & Requirements Continued

Hardware Account Manager

  • Proven record of success in a similar role
  • Effective organizational and analytical skills
  • Knowledge to engage with senior level executives (prospects), with a high degree of  professionalism, accuracy and follow-up
  • Flexibility to travel and present to prospective clients in person (up to 30%)

Software Account Manager

  • Proven record of success in a similar role
  • Exceptional closing skills and the ability to capture a high volume of opportunities
  • Knowledge to engage with senior level executives (prospects), with a high degree of professionalism, accuracy and follow-up
  • Flexibility to travel and present to prospective clients in person (up to 30%)
interview process overview
Interview Process Overview

1. Application Screen

2. Phone Screen

3. HR Generalist Interview

4. HR Manager Interview

5. Personality Assessments

6. District Sales Manager/Team Member Interview

interview process part 1
Interview Process Part 1

Application Screen

  • Embedded into application, must be completed before database will accept

Phone Screen

  • Conducted by a general recruiter
  • Basic questions that will gauge the applicant’s skills with the job analysis

Interview with Head Recruiter

  • Conducted by recruiting manager
  • In person or over the phone
  • Contains questions that will gain insight on selling ability and essential  competencies.
interview process part 2
Interview Process Part 2

Personality Assessments

  • Two Different Assessments
  • Test motivators, behaviors, mathematical and selling competencies

Final Round Interview

  • Conducted by Sales Manager and a sales team member
  • Personal interest and teaming ability questions

Offer

  • Offered will be made by HR Manager to selected applicant
  • Once an applicant accepts, they will be debriefed on assessments
sample interview questions
Sample Interview Questions

1. What is your favorite piece of software? Sell it to me.

2. Tell me about a time when you failed to expectations.

3. What does success mean to you?

4. If you could go back in time and choose another job, what would you choose if you had to?

training
Training
  • Retained Employees
    • Analyze the training needs of the retained sales force
    • One week company orientation
      • Any changes in policies
      • Reporting structure changes
      • New culture
training1
Training
  • Week 1: company and industry orientation
  • Week 2: team development training
        • All New hires complete weeks 1 and 2 together
  • Weeks 3-6: Product and sales training within either hardware or software division
  • Weeks 7-8: OTJ Training with retained employee
        • Can also serve as new hire's mentor going forward
on going training
On-going Training
  • Yearly conferences & Trade-shows
  • New-product training as needed
  • Updated product training
    • Webinars, classroom training, workbooks/quizzes
training evaluation
Training Evaluation
  • Pre and Post test
    • To assess the salesperson’s understanding of the products and concepts as well as their ability to use the learned skills
  • Evaluation Questionnaire
    • To assess favorability of the program
    • To discover how to improve training in the future
compensation plan
Compensation Plan
  • Combination plan: base salary + commissions
  • Software base salary: $55,000
  • Hardware base salary: $66,000
  • No commissions cap
  • No accelerators
  • Commission based on size of discount offered with sale
employee benefits
Employee Benefits
  • Direct Reimbursement plans (for reasonable spending)
  • Advanced healthcare options
  • Life insurance options
  • 401K
motivating the sales force
Motivating the Sales Force
  • Bi-annual Sales Competitions
  • Continue Gold Star incentives and Hawking Club
  • Salespeople have options for their rewards:
    • Original tropical vacation offered to members of the Hawking Club or Top Guns
    • 4 additional paid vacation days
    • Monetary bonus of equal value to 4 paid vacation days
evaluation
Evaluation
  • 360-Degree Feedback in Performance Evaluation
    • Focus on the development and improvement of the sales team
    • Self-Evaluation
    • Other Sources
      • External Customers
      • Internal Customers
      • Fellow Sales Team Members
      • Bryan Mynor
sources
Sources
  • http://www.docstoc.com/docs/38680936/360-Degree-Feedback-Form---PDF
  • http://www.loc.gov/teachers/tps/images/usa.jpg
  • http://www.staffing-and-recruiting-essentials.com/Sample-Job-Analysis.html#axzz2RwQcO54h
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