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Preparing for Sales: AT&T’s Business Sales LDP

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Presentation on theme: "Preparing for Sales: AT&T’s Business Sales LDP"— Presentation transcript:

1 Preparing for Sales: AT&T’s Business Sales LDP
…ACCELERATE your career by participating in this 5-6 MONTH paid Business to Business Sales training program

2 Sales Professional Responsibilities
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 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 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&T’s 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
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 Phase One Weeks 1-3 Phase Two Weeks 4 -7 Phase Three Weeks Phase Four Weeks 13-16 Phase Five Weeks 17-20 Thru – out Program Data Gathering Wireline LOB Onboarding Fundamentals Prospecting Gatekeeper Advanced Solutions Advance the Sale Closing Techniques Module Work Application of Skills Business Acumen Business Etiquette Business Writing Winning in Wireless Competitive Landscape Why AT&T Systems Training DISC Role Plays Foundations ILT Prospecting ILT Platforms Device Training Questioning Skills Handling Objections Cold Calling Case Studies Assign quota’s 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 Value Props Personal Why AT&T Competitive Skills Assessed: Communication Systems knowledge Industry Competition Product knowledge Sales Funnel Mgmt Territory Mgmt Professional Skills Skills Assessment 6

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 The Road to Success Begins Here!

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