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© 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Preparing for Sales: AT&Ts.

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Presentation on theme: "© 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Preparing for Sales: AT&Ts."— Presentation transcript:

1 © 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Preparing for Sales: AT&Ts Business Sales LDP …ACCELERATE your career by participating in this 5-6 MONTH paid Business to Business Sales training program

2 Sales Professional Responsibilities 2 Successfully manage and develop a territory Uncover new business opportunity Facilitate maintenance of existing business accounts Manage account growth Cold call, prospect, schedule appointments Develop strategic relationships with current clients and prospects Prepare and present corporate business proposals and executive presentations Consistently meet/exceed assigned quotas Submit daily/weekly call reports for prospects and existing account coverage including sales forecast Continuously self educate to maintain a comprehensive knowledge of services/solutions Service as a liaison to the local business community by representing company with local business associations

3 3 Preparing for Sales: Business Sales Leadership Development Program Business Sales Account Executive – Atlanta, GA – 20 week structured training – Final month; interviewing for first role, projects Business to Business Sales Professional-Nationwide! – selling B2B Technology Solutions – Market segments across AT&T Business Sales Career Path is defined by Performance

4 4 Training: Business Sales Account Executive – Classroom Training Internal/External consultants- review various approaches to completing the sales cycle Demonstrate consultative sales process through role plays and mock sales simulations Demonstrate knowledge of AT&Ts wireless and wireline business services and solutions – Scope of Work Cold Calling Aligning and supporting field partners Successful completion of homework Achieving high scores on tests and quizzes Attaining technical certifications Delivering effective presentations and value propositions SELLING! MEETING QUOTA EXPECTATIONS! Participating in networking events, Toastmasters

5 Qualities for Program Fit 5 Passion, drive, commitment to business to business sales career Long term commitment within sales career at AT&T Competitive spirit Independent contributor; thrives in autonomous environment Aggressive at frequently meeting/exceeding goals Influential leader Excited about technology

6 BSLDP Curriculum A customized mix of traditional classroom training and application selling to real prospects Business Acumen Business Etiquette Business Writing Winning in Wireless Competitive Landscape Why AT&T Systems Training DISC Advanced Solutions Advance the Sale Proposals Wireline Products/Devices Intro to Funnel Mgmt Field Cold Calls Time Management Championship Selling Build on quota Customer-facing appts Funnel Mgmt Data Certification Advanced Selling Skills Advanced Wireline Skills Reinforcement Executive Role Plays Build on quota Profile Module Create Prospecting Letters and begin prospecting in Module Set appts in module Build day plan for field Complete Resource Binder Reinforcement of training Compensation training Role Plays Foundations ILT Prospecting ILT Platforms Device Training Questioning Skills Handling Objections Cold Calling Case Studies Assign quotas Value Props Personal Why AT&T Competitive Skills Assessed: Communication Systems knowledge Industry Competition Product knowledge Sales Funnel Mgmt Competition Territory Mgmt Professional Skills Onboarding Fundamentals Prospecting Gatekeeper Data Gathering Wireline LOB Closing Techniques Module Work Application of Skills Phase Two Weeks 4 -7 Phase Three Weeks Phase Four Weeks Thru – out Program Phase One Weeks 1-3 Phase Five Weeks Skills Assessment

7 7 Business Sales Account Executive - Compensation Cash Compensation – Annual base salary Awards & Recognition Program – Executive Leadership Circle Relocation Funds – Helps to cover expenses associated with move to/from Atlanta based on meeting mileage requirements Details shared throughout offer/offer letter Benefits- Begin Day 1 – Medical, Dental, Vision – Retirement Savings Plan Additional Benefits – Tuition Assistance – AT&T Employee Discount- Products/Services (minimum amount of employment time required, 90 days) Intangible Value – UNIQUE opportunity to develop skills and competencies that will position you for career success and advancement!

8 © 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. The Road to Success Begins Here!


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