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 © 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. 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 2 www.att.jobs/bsldp 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 3 www.att.jobs/bsldp 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 4 www.att.jobs/bsldp 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 5 www.att.jobs/bsldp 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 8- 12 Onboarding Fundamentals Prospecting Gatekeeper Data Gathering Wireline LOB Role Plays Proposals Foundations ILT Wireline Prospecting ILT Products/Devices Email Platforms Device Training Intro to Funnel Mgmt Questioning Skills Field Cold Calls • Business Acumen • Business Etiquette • Business Writing • Winning in Wireless • Competitive Landscape • Why AT&T • Systems Training • DISC Handling Objections Cold Calling Case Studies Assign quota’s Phase Four Weeks 13-16 Phase Five Weeks 17-20 Thru – out Program Advanced Solutions Advance the Sale Closing Techniques Module Work Application of Skills Customer-facing appts Profile Module Funnel Mgmt Data Certification Advanced Selling Skills Create Prospecting Letters and begin prospecting in Module Set appts in module Value Props Personal Why AT&T Competitive Skills Assessed: Build 306090 day plan Communication for field Time Management Systems knowledge Skills Reinforcement Complete Resource Championship Selling Industry Binder Executive Role Plays Build on quota Competition Reinforcement of Build on quota Product knowledge training Advanced Wireline Compensation training Sales Funnel Mgmt Competition Territory Mgmt Skills Assessment Professional Skills 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! 7 www.att.jobs/bsldp The Road to Success Begins Here! www.att.jobs/bsldp © 2010 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.