Abby RoderiqueJessica JenningsMadeline Brockley

Weston Willis

BackgroundBackground

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

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

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.

SWOT Analysis

Organizational Structure

Regional Break-down

Job AnalysisJob 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

Sources:

Internal (Employee Referrals)

External

Job Boards (Monster.com, Indeed.com, Glassdoor.com)

LinkedIn

Industry Events/Trade Shows

Job Description & Requirements

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.

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.

Job Description & Requirements Continued

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%)

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%)

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

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

Personality Assessments

Two Different AssessmentsTest 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

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

Retained Employees Analyze the training needs of the retained sales force One week company orientation

Any changes in policies Reporting structure changes New culture

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

Yearly conferences & Trade-shows

New-product training as needed

Updated product training Webinars, classroom training, workbooks/quizzes

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 PlanCompensation 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

Commissions Table

Required Level of Approval

Size of Discount Commission Rate

No approval required 10% or lower 15%

District Manager 11-20% 12%

Regional Manager 21-30% 10%

Sharon Esteves 31-40% 8%

Bryan Mynor 41-50% 6%

CEO Robbie Chatterji 50% or above 4%

Pay Comparisons  Arcx Lux Arck

Base salary $55,000 (SW)$66,000 (HW)

$32,000 $65,000

Quota $100,000/quarter (SW)$250,000/quarter (HW)

$100,000/quarter

 $1,000,000/yr

Sales Commissions

Calculated by size of discount offered with sale

Base: 4% with accelerators

Base: 9% without accelerators

Cap None None $6 million in sales per year

Employee Benefits

Direct Reimbursement plans (for reasonable spending)

Advanced healthcare options

Life insurance options

401K

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

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

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

QUESTIONS?