Why Choose Electronic Systems?<br />Divisions:<br />Information<br />Technology Solutions<br />Print Technology<br />Solut...
Innovation
Respect
Teamwork
Passion
Smart Work</li></ul>Mailing  Solutions<br />www.esi.net<br />
Company Profile<br />About Electronic Systems<br />Locations<br /><ul><li>Total solutions technology company.
We sell and service every aspect of a company’s office technological needs.
400+ employees; 200 technical support staff
8 local offices throughout Virginia
For the past 30
 years, ESI has built a solid reputation on its pledge to provide quality customer service.
Electronic Systems is a locally managed company with a highly experienced, management team.
Parent company, Global Imaging Systems, acquired by Xerox Corporation in May 2007 for $1.5 Billion</li></ul>Organizational...
How We Fit Together<br />Carr<br />Business Systems<br />Digital Copiers & Print Management<br />Xerox Corporation<br />Le...
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What to expect working for the best.

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Important information for anyone considering a career with ESI

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What to expect working for the best.

  1. 1. Why Choose Electronic Systems?<br />Divisions:<br />Information<br />Technology Solutions<br />Print Technology<br />Solutions<br />Powerful Technology. Smart Solutions.<br />Service & Supplies<br /><ul><li>Quality of Life
  2. 2. Innovation
  3. 3. Respect
  4. 4. Teamwork
  5. 5. Passion
  6. 6. Smart Work</li></ul>Mailing Solutions<br />www.esi.net<br />
  7. 7. Company Profile<br />About Electronic Systems<br />Locations<br /><ul><li>Total solutions technology company.
  8. 8. We sell and service every aspect of a company’s office technological needs.
  9. 9. 400+ employees; 200 technical support staff
  10. 10. 8 local offices throughout Virginia
  11. 11. For the past 30
  12. 12. years, ESI has built a solid reputation on its pledge to provide quality customer service.
  13. 13. Electronic Systems is a locally managed company with a highly experienced, management team.
  14. 14. Parent company, Global Imaging Systems, acquired by Xerox Corporation in May 2007 for $1.5 Billion</li></ul>Organizational Structure<br />2<br />
  15. 15. How We Fit Together<br />Carr<br />Business Systems<br />Digital Copiers & Print Management<br />Xerox Corporation<br />Lewan<br />Managed<br />Services<br />Global Imaging Systems<br />Carolina<br />Office<br />Systems<br />Conway<br />Stewart<br />Information Technology Solutions<br />Other sister companies <br />Electronic Systems<br />Mailing Solutions<br />Printer Service & Supply Solutions<br />3<br />
  16. 16. The Recruiting Process<br />Step 1: Source / Screen<br />Phone Screen <br />Chally Assessment<br />Step 2: Interview Process<br />1st Interview<br />w/Manager<br />Ride-Day/2ndInterview<br />w/ Manager<br />Presentation Final Interview<br />Background, DMV & Reference Checks<br />Step 3: Selection<br />Offer Letter &<br />Start Date<br />4<br />
  17. 17. Benefits Overview<br />Building a Better Future<br />Health Benefits<br /><ul><li> Medical, Dental, Vision & Prescription Drug Coverage
  18. 18. First day of the month following the date of hire
  19. 19. Multi-featured Wellness benefits </li></ul>Our comprehensive benefits package provides employees with the means to balance work and life needs. The combination of a competitive salary, health insurance, vacation, retirement savings, life insurance and disability insurance are just a sample of what we have to offer.<br />Electronic Systems recognizes that needs may differ from one employee to another, so we offer a flexible approach to designing your benefits package – available to you on the first day of the month following the date of hire.<br />401 K Retirement Plan<br /><ul><li> Pre-tax contributions
  20. 20. First day of the month following the date of hire
  21. 21. Company match 75% of the first 6% of monthly contributions beginning after one year of continuous employment
  22. 22. 6 years 100% vested in company match</li></ul>Additional Benefit Offerings<br /><ul><li>Paid Time Off
  23. 23. 10 days Vacation, after 5 years 15 days
  24. 24. 2 Personal Days
  25. 25. 7 Holidays
  26. 26. 6 days sick leave
  27. 27. Life Insurance
  28. 28. Short Term & Long-term Disability
  29. 29. Flexible Spending Accounts
  30. 30. Employee Discounts</li></ul>5<br />
  31. 31. Training & Development<br />Training Award<br />Sales Training Format<br />2006 Top Training Company – HR Chally<br />In 2006, only 4 companies worldwide were identified by their customers as World Class Sales Organizations in HR Chally’s World Class Sales Benchmark 2006 Study. Since 1993, only 21 companies have been honored out of more than 7,000 considered.<br />Initial Sales and Product Training<br /> 5-Week Program<br /><ul><li>Fundamental skills including: prospecting, time management, product knowledge, conducting sales calls, negotiating and closing, proposal writing, objection handling, acquisition methods, presentation skills, calculating commissions and qualifying.
  32. 32. Blended learning classroom and lab.
  33. 33. Field and classroom exercises, research and independent study, quizzes and role plays, video recorded practice sessions.</li></ul>Advanced Training<br /><ul><li>Extensive Xerox Training
  34. 34. Product Training –Web Based & Hands On
  35. 35. Solutions Training – Web Based and Lab Training
  36. 36. Tele-prospecting
  37. 37. Getting past the gate keeper
  38. 38. Handling Objections
  39. 39. Time/Territory Management
  40. 40. Value Propositions
  41. 41. Cold Calling</li></ul>Training Summary<br />The ESI Xerox Sales Training & Development Program uses an interactive approach, offering advanced self-study, web-based and instructor-led learning tools in the following areas:<br /><ul><li>Professional Development
  42. 42. Software Application Skills
  43. 43. Sales Training
  44. 44. Management Fundamentals
  45. 45. Product Training</li></ul>6<br />
  46. 46. Career path<br />Career Path<br />Sales Representative<br />Product Specialist<br />Major Accounts<br />Named Accounts<br />Training & Development<br />Systems Engineer<br />Team Leader or Sales Manager<br />Product Analyst<br />Sales Director<br />VP of Sales<br />7<br />
  47. 47. Success Story – Virginia Beach<br />VIRGINIA BEACH<br />Profile <br />University of Oklahoma, 1999<br />B.S. Business Administration<br />One year of prior outside sale experience<br />Hired<br />COMMERCIAL REP.<br />FEDERAL ACCOUNT<br />REP.<br />20 Mil. Revenue<br />Top Ten Global Imagining <br />4 years <br />Mckendree /ESI Sales Manager<br />Managed 10<br />106% of Plan <br />MAJOR ACCOUNTS MANAGER<br />Manages 9<br />110% of Team Quota<br />2000<br />2001-2002<br />2002-2005<br />2005-2006<br />2007-2009<br />Director of VB Sales<br />Manages 22<br />2010-<br />8<br />
  48. 48. Success Story – Hampton<br />HAMPTON<br />Profile <br />Miami Dade Community College, 2 years.<br />Purchasing Manager, 10 years <br />MAJOR ACCOUNT EXECUTIVE<br />171.42% of Quota<br />#1 Sales Rep<br />Closed <br />$1 million in 2 months<br />TERRITORY<br />ACCOUNT<br />EXECUTIVE<br />Closed Net New Accounts:<br />Noland<br />Langley FCU<br />PWHD<br />Liebherr<br />MAJOR ACCOUNT EXECUTIVE<br />89.9% of Quota<br />Closed Net New Accounts:<br />HNNCSB<br />Sumitomo<br />MAJOR ACCOUNT EXECUTIVE<br />239% of Quota<br />MAJOR ACCOUNT EXECUTIVE<br />105% of Quota<br />MAJOR ACCOUNT EXECUTIVE<br />222% of Quota<br />1999-2004<br />2004-2005<br />2005-2006<br />2006-2007<br />2008-2010<br />2007 July-Dec<br />9<br />
  49. 49. Success Story – Head Quarters<br />Virginia Beach<br />Profile<br />State University of New York – Farmingdale, 1992<br />A.A.S Advertising Art & Design<br />Long Island University, 1994 B.F.A Graphic Design<br />Creative Director , 4 years <br />Implementation and Custom Configuration of Xerox Production Solutions<br />NEX<br />Suffolk Public Schools Print Shop<br />Chesapeake Public Schools Print Shop<br />Gryphon Technologies<br />PRA<br />MVP Award Winner<br />Invited to attend President’s Club Trip to the Dominican Republic<br />Solution Analyst<br /><ul><li>Net + Certification
  50. 50. Xerox Solution Certifications
  51. 51. Xerox Product Certifications</li></ul>Color Specialist<br /><ul><li>Pre-Sales
  52. 52. Post-Sales
  53. 53. Marketing
  54. 54. Trade Shows
  55. 55. Installation
  56. 56. Connectivity
  57. 57. Key-Up
  58. 58. Customer Training</li></ul>Analyst<br /><ul><li>Price Books
  59. 59. Database
  60. 60. Trouble-shooting
  61. 61. TEX Award
  62. 62. Product Configurat-ion and installation</li></ul>MVP Award Winner<br />Invited to attend President’s Club Trip to Cancun, Mexico <br />Product Analyst<br /><ul><li>Application Support
  63. 63. Solutions Support
  64. 64. Product Support
  65. 65. 3X TEX Award</li></ul>2001-2005<br />2005-2006<br />2006-2008<br />2010-2011<br />1998-2000<br />2008-2009<br />10<br />
  66. 66. Success Story – Roanoke<br />ROANOKE<br />Profile <br />Indiana University, 2002<br />B.S. Business Management<br />Internship: Energes, Sales<br />Hired<br />440% of Quota<br />Promoted to Major Account Executive within 6 mos.<br />MAJOR ACCOUNT EXECUTIVE<br />$50K Quota<br />Top 5<br />$1.5 M Revenue<br />MAJOR ACCOUNT<br />EXECUTIVE<br />$80K Quota<br />Top 10 <br />$1.2 M Revenue<br />MAJOR ACCOUNT EXECUTIVE<br />$110K Quota<br />Top 15<br />$900K Revenue<br />GENERAL MGR.<br />South-West<br />Manages 10<br />Team Quota $495K<br />2003<br />2004-2005<br />2005-2006<br />2006-2007<br />2007-2010<br />11<br />
  67. 67. Weekly Planner<br />12<br />
  68. 68. Basic Compensation Package<br />Base Salary<br />Commissions (paid monthly)<br />Monthly Expenses <br />QuarterlyBonus<br />13<br />
  69. 69. Performance Expectations<br />Example of Performance Expectations<br />Month 1 Quota = $0<br />Month 2 Quota = $5,000<br />Month 3 Quota = $10,000<br />Month 4 Quota = $15,000<br />Month 5 Quota = $20,000 <br />Month 6 Quota = $25,000<br />Month 7 Quota = $30,000<br />FULL QUOTA LEVEL <br />Quota Varies by<br />Marketplace<br />14<br />
  70. 70. Activity Bonus Plan<br />OBJECTIVES:<br />To promote successful habits and behaviors and build solid sales skills<br />To reward activity that promotes appointments, demonstrations/corporate capability presentations, and proposals<br />To offer 3 different avenues to earn extra bonus money<br />BONUS CRITERIA:<br />#1 BONUS – Appointments<br />#2 BONUS – Demonstrations/Corporate Capability Presentation<br />#3 BONUS – Proposals<br />15<br />

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