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Office Depot/SPI General Rollout T3. February 4, 2010. Agenda. Overview Of Office Depot – Business Solutions Division Overview Of The Project Review Of Materials And Logistics Review Achieve Global/SPI Positioning Review Global/Major/Public Materials Review TDM Materials

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agenda
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion
office depot overview
Office Depot Overview
  • 14.5 Billion Annual Sales
  • Incorporated in 1986
  • 43,000 Employees/1,700 Retail Stores
  • Headquartered in Boca Raton
  • Two US Sales Models
    • Retail – 1,700 Retail Stores
    • Business Solutions Divisions (Our Client)
  • 1,200 BSD Sellers and Managers
  • Financial Picture Difficult
    • Sales Down
    • Stock Price Tanked But Now Up

Interesting Fact: Combined, Office Depot, Staples, and Office Max have no more than 20% market share

slide5

Business Solutions Division

Contract Sales-Organization Chart

David Grove

Senior Vice President

Business Solutions Division

Steve McCaffrey

Sr. Dir, Sales

Operations & Support

Bill Morris

Vice President,

Mid-Atlantic Region

Jim Pollman

Vice President,

Southeast Region

Monte Bambrough

Vice President,

Northeast & Canada

John Lander

Vice President,

Central Region

Pat Welch

Vice President,

West Region

Bill Maher

Vice President,

Global & Private Sector

  • Other Key Players:
  • Eliza Glazer (HR). Project Sponsor
  • Steve Schmidt. BSD President.
  • Dave Trudnowski. Former head of sales. Removed from position last Friday
  • Rick Kapp (Training). Works for Steve McCaffrey. Former Manager.
2009 deployment market coverage
2009 Deployment & Market Coverage

Small & Med.

Business

Large & Global

(Private Sector)

Public Sector

Convert Grow Retain

Convert Grow Retain

Convert Grow Retain

Market/Customer Profile

Account Size: Small = $3K-75K;

Med=$76K-150K

Prospects: 20 WCE’s-500 WCE’s

Market/Customer Profile

Account Size: $151K-Multi $MM

Prospects & Customers:

500 WCE’s+

Market/Customer Profile

Account Size: $150K+

Prospects: 500 WCE’s+

  • Resources
  • Vertical Mkt. Manager
    • Manages $150K public sector accounts & sells new >$150K+ public sector accts
    • Specialist/Trusted Business Advisor in the Public Sector segment
  • NAM- US Communities
    • Deployed in regions
  • NAM- Federal Gov’t.
    • Deployed in regions
  • Director, Public Sector
    • Deployed in geographic
    • regions
    • US Comm. Dir.
    • Federal/GSA Director
    • State Govt. Director
  • Resources
  • Major Account Manager
    • Manages $150K+
    • private sector accounts. No
    • formal teaming
    • Responsible for partnering with BDMs, once accounts “graduate”
  • Major Account BDM
    • Develops new business in
    • the $150K+ range
    • Teaming is not in place in ’09
  • Global Accounts Manager
    • Manages $1M+, multi-CSC private sector accounts
  • Global Accounts BDM
    • Develops new business in the $1M+ range (multi-CSC)
  • Resources
  • Feet-on-the-Street Reps
    • Deployed in select markets
    • Prospect to 10-100 WCE’s
    • Immediate transition to TAM
  • TAM (Inside Sales)
    • Manage $3K-$15K current
    • and new customers
    • 10-50 WCE Prospecting &
    • New Accts (pilot)
    • Appointment setting for TM’s
  • Territory Development Mgr.
    • Manage $15K-$150K
    • customers (private & public)
    • Prospects for new business
    • (20-500 WCE’s)
    • Geographically-based
2009 overlay organization deployment
2009 Overlay Organization Deployment

Coffee

Furniture

Copy And Print

Convert Grow Retain

Convert Grow Retain

Convert Grow Retain

  • Initial Recommendation on Resources:
  • District Sales Manager
    • Potential opportunity to
    • eliminate this role in most
    • regions.
  • National Director
    • Initial recommendation to maintain the position to insure continuity and corp/field interface.
  • Furniture Account Managers
    • One per RSD Market, where
    • as required.
    • Reports to local RSD and
    • would serve as a customer-
    • facing resource for larger
    • opportunities, as well as a
    • training resource for the sales team.
  • Furniture TAM and TAM Mgr
    • Focused on supporting SMB
  • Resources
  • Copy And Print deployment remains similar to ’08, with fill-in positions slotted in specific markets.
  • The major change for ’09 is the launch of the Denver/Arizona pilot.
  • Resources
  • Dedicated coffee sales resources were eliminated in the field in late ’08.
  • Plan will be to partner with the BSD Marketing team/Solutions mgt. group to further develop the ’09 growth plans.

BSD also sells IT stuff through its Tech Depot Subsidiary

planning towards a world class selling culture
Planning Towards a World-Class Selling Culture
  • Deployment Optimization
  • Day In The Life
  • Sales Online (ORACLE)
  • Contact Strategy backbone
  • Pricing Strategy
  • SMART START
    • Monday rally meetings in every market
    • Focus on accountabilities
    • “Micro-management” expectations at all levels
  • Training (SPI and Achieve Global)
  • Solutions Orientation
  • Field selling time prioritization
  • Management engagement with customers
  • Best Practices formalization
agenda1
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion
project overview
Project Overview
  • SPI PROJECT TEAM
  • Brad Frazier – Sales Team
  • Mike Lawson – Program Manager
  • Mary Ann Kennedy – Lead Consultant/Development
  • Rebecca Price – Materials
  • Jodie McLaughlin - Logistics
  • Conduct Assessment
  • Build Sales Process Maps
  • Build Sales Tools and Job Aids
  • Port eLearning To LMS
  • Recommend Configuration Changes To Oracle
  • Tailor Training Materials
    • Global/Major Seller Workshop
    • TDM Workshop
    • Sales Manager Workshop
  • Conduct Workshops
    • Pilots
    • Management Training
    • General Roll-out
  • Reinforce and Measure
  • Train The Trainer
training approach
Training Approach

The Office Depot trainers will be certified in Solution Selling®. The certification process includes completing a workshop example package, attending a 3-day T3, and coaching and co-teaching in the rollout. Each Office Depot instructor will have a personal development plan for coaching and teaching certain modules during the roll-out

t3 issues
T3 Issues
  • There are five Office Depot Trainers. You will probably have an Office Depot trainer in your workshops
  • Office Depot Trainers Will Attend A T3 In Charlotte February 9 – 11
  • During the roll-out, each Office Depot trainer will attend between 6 and 12 workshops
  • Each Office Depot trainer will have a personal development plan. In general the plan progression will be:
    • Workshop 1 – Attend as participant
    • Workshop 2 – Coach
    • Workshop 3 – Coach and set up exercises
    • Workshops 4 through 7 - Teach two modules
    • Workshop 8 – Teach entire workshop
  • You should coordinate with your Office Depot trainer prior to workshop start to determine the trainer’s role in the workshop
  • No matter what the trainer’s role in the workshop, you should provide feedback to the trainer during the workshop. Feedback should be around things they did well as well as things they can improve to provide a better learning experience next time
agenda2
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion
slide16
Solution Selling® and AchieveGlobal Professional Selling Skills® Have Common Roots But Differences As Well
using solution selling tools to enhance professional selling skills
Using Solution Selling® Tools To Enhance Professional Selling Skills®

The Professional Selling Skills® Need Satisfaction Selling Process resides within the ‘Diagnose’ step in the new Office Depot Sales Process

Placeholder for acknowledging AchieveGlobal ownership of Need Satisfaction Selling Process

agenda3
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion
review workshop materials
Review Workshop Materials

General Positioning

Achieve Global Positioning

agenda4
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion
logistics facilities and workshop conduct
Logistics – Facilities And Workshop Conduct
  • All sessions will be conducted at Office Depot offices
  • Rooms will be set up in a U configuration
  • Workshops start at 8:00 AM and conclude at 5:00 PM
  • Jodie will arrange for building opening at 7:15 AM both days. She will let you know if this is not possible for any reason
  • You will be given a building contact on your logistics sheet
  • We are using light bulbs in workshops. A light bulb prize will be shipped with the materials
  • Attendees are taking both a pre and post workshop assessment. A copy of the assessment is on the wiki. Please make sure you cover assessment questions in your teach
  • There is a workshop kick off video on the wiki
  • Lunch may or may not be provided in the classroom
logistics resources
Logistics - Resources
  • You will probably have a trainer in your class
    • Understand their personal development plan before the workshop
    • Make sure the trainer is comfortable with planned role in the workshop. Let them opt out of teaches if they are not comfortable
    • Give positive feedback following teaches. Suggest courses of action to shore up weaknesses (re-visit eLearning, review teach notes again, teach again at your next workshop, etc.)
  • You will probably have a manager in your class
    • They will have been through a 2 day manager workshop
    • Their stated role is to serve as coach in the seller workshop. In reality, they are there to send a positive message to the sellers
    • Managers have been given a coaches manual. This is on the wiki
    • Realistic expectations for a manager’s workshop role:
      • Provide support during kick off and wrap up
      • During exercises, point out to you groups that are struggling and need help
      • Demo vision creation and re-engineering if no trainer is present
agenda5
Agenda
  • Overview Of Office Depot – Business Solutions Division
  • Overview Of The Project
  • Review Of Materials And Logistics
    • Review Achieve Global/SPI Positioning
    • Review Global/Major/Public Materials
    • Review TDM Materials
    • Review Coaching Manual
    • Review Timed Agendas
    • Logistic Issues
  • Discussion