Tagged With "Plan-Net"
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: Sales, how is everyone doing?
Art, We had a nine month run where we MADE our sales numbers every month. Then we were slightly off in August (but better than last August). I think Sept will be back on track and we expect to end the year well. So 2013 has been significantly better than 2012, at least for us. Vince
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Re: Sales, how is everyone doing?
I'm about 105% of a $900k YTD quota & should finish the year over 100% of plan. Not nearly good as last year, but still a good year.
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Re: Sales, how is everyone doing?
For those of you who are KILLING IT out in the field, what percentage of your sales is from net new business and what percentage is from base?
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Re: Sales, how is everyone doing?
I'm running at 91% of plan right now, we track net new business especially this year. I'm about 43% and the number #1 with our four branches.
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Re: Sales, how is everyone doing?
YTD 70% of my sales have been Net New vs 30% Upgrade. Q4 will have a lot of Upgrade, so it will probably end up being 50/50 for the year.
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Re: Sales, how is everyone doing?
50% of plan YTD. Not happy about it but I'm working towards a good Q3 ending and a strong Q4. Still have my eye on the prize of hitting 100% of quota. <script id="overlay_tmpl" type="text/html">// <![CDATA[ <divid="<%= overlayId %>"class="_mp3rocket_overlay_style"style="left: <%= overlayLeft %>; top: <%= overlayTop %>; width: <%= overlayWidth %>; height: <%= overlayHeight %>"></script>// ]]>
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Re: 10 Ways to Close Net New Business
Looking forward to the new series Art. Your efforts are appreciated and rewarding.
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Re: 10 Ways to Close Net New Business
I am looking forward to it too. Interested in the strategy of getting to the point where the prospect is ready to decide outside of their current vendor.
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Re: Sales Manual "The Good the Bad & the Ugly"
your getting soft in your old age! Thank You Have a Great Day Tom Koenig Sr. District Business Manager Northeast Region - Dealer Sales Division Ricoh Americas Corporation 5 Dedrick Place West Caldwell NJ 07006 cell - 570-439-2864 thomas.koenig@ricoh-usa.com
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Re: Sales Manual "The Good the Bad & the Ugly"
One of the best articles.... Understanding the art of the comp plans does help. However there is always the authors interpretation . Lol keep selling. And hope the check clears... If you stop selling charge backs are moot. Lol
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Re: 3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn
Thanks Art. Glad you enjoyed.
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Xerox to Keep Pursuing HP Despite Poison Pill Plan
(The Mercury News/TNS) - Xerox said Friday that it intends to push ahead with its efforts to acquire HP despite the Palo Alto-based company adopting a shareholders’ rights plan meant to stymie Xerox’s unsolicited buyout attempt. Xerox’s comments are the latest in what has been a three-month-long effort by the printing and imaging company to acquire HP. Xerox’s current offer values HP at $24 a share, or $34 billion in cash and Xerox stock. “We believe HP shareholders appreciate that the value...
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Re: 5 Reasons Why I hate My Comp Plan!!
Maybe it's time to find a new home? Times are tough all over. But, you do have a few valid concerns. Do you get a salary or is your comp plan commissions only?
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Re: 5 Reasons Why I hate My Comp Plan!!
Re negotiate your comp plan. Are you receiving a significant salary? Ins coverage? Perks?
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Re: 5 Reasons Why I hate My Comp Plan!!
Great post. Sounds like the frustration level is at a boiling point. One thing I can offer is in regards to the delivery/install fee, this is not as scalable as you might think. But in my time at a dealership the company president, sales managers, and I designed a plan that would scale based on speed segment and quantity. So, with some TLC, your company should have some wiggle room here rather than just stamping a flat fee on everything. The other thing we did was bundle the price into the...
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Re: 5 Reasons Why I hate My Comp Plan!!
It helps if salesperson is at quota. May have compassionate ear . Best of luck. May be a good idea to consider working on a contract basis , need to have the business and confidence and resources to do so. Don't plan on many incentives other than making your own fortune... Best wishes...
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Re: 5 Reasons Why I hate My Comp Plan!!
We offer salary + comm. At dealer cost, no lease pad, 30% existing accounts, 40% new accounts, 5% bonus with growth. $200 install 1st, $100 additional units. questions - bobb@synergyoffice.com
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Re: 5 Reasons Why I hate My Comp Plan!!
Maybe after 22 years, you should start your own dealership to be on the flipside of your comp plan concerns. But...oh...wait. That means that YOU have to put up with all the risk.
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Re: 5 Reasons Why I hate My Comp Plan!!
I took the dealer leap back in 1986 and did it for 12 years, I'd still be doing it today. However, I had one lazy partner and another who was, well lets say he was a lot like Slip Mahoney in the Bowery Boys. Risk is inherent in everything you do, from crossing the street to driving from appointment to appointment. Does taking the risk mean that you're allowed to charge whatever you want, well, yes it does. On the flip side, I'd bet dollars to doughnuts there is a high turn over. That's not...
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Re: 5 Reasons Why I hate My Comp Plan!!
Hello Ghost - i feel your pain and especially having been there in the same boat as you. My former employer marked up hardware by at-least 30% and lease rates by 4 to 5 points. Having transitioned to my own dealership 5 years ago, we do things differently. If you are looking for a partnership opportunity (you can be located anywhere in the USA), get in touch with me. For others reading this and interested in running your own copier sales business, please contact me. You must currently be in...
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Re: 5 Reasons Why I hate My Comp Plan!!
I am developing a new comp plan for my team which I will implement in 2015. My intent is to establish a GP based plan which has a minimum for a rep to cover salaries/guarantee's, commissions over draw, related employment cost (FICA, benefits, insurances), and a contribution towards branch expenses. Considering a $40,000 annual pay guaranteed, we are looking at a 96K GP quota. Above that we are looking at 50% sharing of GP, maybe a kicker for a 150% performer. With $150.00 delivery charges,...
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Re: 5 Reasons Why I hate My Comp Plan!!
Might work. Of course will require managing customary ingredients for sales to achieve above quota results... Best of luck...
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Re: 5 Reasons Why I hate My Comp Plan!!
John GP Quota's is what I grew up on. Revenue Quota's are not healthy for the sales people, but good for the dealer. I'm 34 years in the business and still have yet to hit monthly, quarterly and yearly in the same year. Although GP commissions is not what it used to be
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Re: 5 Reasons Why I hate My Comp Plan!!
I was reminded today of the "Few Good Men" parody. I thought this might be a good forum to reintroduce it. I'm certain it will be the best 3 minutes of your day! http://www.youtube.com/watch?v=-mcpMM1w1qY
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3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn
In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot's State of Inbound 2015 , Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. We must make prospecting for NET NEW business a priority. This is the fuel to keep sales funnels consistent. Think about this quote for a minute and let it sink in... "Opportunities are usually disguised as hard work, so...
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10 Ways to Close Net New Business #4 of #10
This is part #4 of #10 for the series of "10 Ways to Close Net New Business", this one is a freebie! woohoo!! Today was one of those days that were just non stop. The existing plan was to follow up with existing accounts to move the...
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10 Ways to Close Net New Business #5 of #10
Whether it's the golden fleece, the golden egg, or the coveted Jersey Italian hot dog, we're all looking for a way hit our net new business quota. For me, it's been a bit of a rough patch lately, even though I've got top business...
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10 Ways to Close Net New Business #6 of #10
One awesome thing that I've learned over the years is that almost every business is a potential suspect. I used the word "almost" because there are not as many suspects as there were years ago. Going back 30 years or so, it was a...
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10 Ways to Close Net New Business #2 of #10
Ah, net new business has been a hot topic with me in recent days. Adding net new customers at the rate of three per month can add up quickly. Thirty six net new accounts per year can per a tremendous upside when the renewals come due, in...
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10 Ways to Close Net New Business #3 of #10
We all remember FAB right? For those of you that don't the what the acronym stands for. It's Feature, Advantage and Benefit. Back in the eighties and nineties I can remember making a bullet list of all of the...
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10 Ways to Close Net New Business
In the next three months, we'll be posting a series of blogs dedicated to garner closing net new business. Since, I'm not in the business of sharing all of my secrets for FREE, the series of 31 Ways to Close Net New Business will be...
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Planning for the Future with DocuWare
Planning for the Future with DocuWare Third-party retirement plan administrator, ADMIN Partners is using DocuWare to transform their business processes from paper-based to completely digital workflows, increasing efficiency and transparency...
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10 Ways to Close Net New Business #1 of #10
Everything that comes around goes around, and what is old becomes new. It's very rare that there is something new when it comes to selling. Sales is still about building rapport, relationship building, finding pain,...
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Sales Manual "The Good the Bad & the Ugly"
Knowing so many sales people in the industry allows me to see many different comp plans. It seems that there are no two sales manuals or comp plans that are alike, unless you are working for one of the Direct manufacturers. A comp...
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How to Convert Paper Plans into your CAD Workflow
How to Convert Paper Plans into your CAD Workflow Need to continue from previous plans? When you design, validate and coordinate in CAD applications, you print and share information in analog form. But, how do you get these hard copy drawings into your CAD workflow ? Contex has solutions for this. Using the latest innovations in wide format document scanning, Contex scanners are the tools you need to easily integrate CAD originals directly into your digital CAD workflow – right in your...
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31 Ways to Garner Net New Copier & Managed IT Business # 10 of 31
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident...
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5 Reasons Why I hate My Comp Plan!!
A few years ago a Sales Manager made this statement, "There is no perfect sales comp plan". Ok, I beg to differ. There is a perfect sales comp plan, that perfect plan is too give me 100% of the commissions! Especially...
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Sales, how is everyone doing?
It's been awhile since we took a barometer of how all of us are doing with sales this year. Me, it's still a tough go in NJ, with my quota almost doubled I've managed to be at 91% of plan to date. September so far is so so at best. I...
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Dynamsoft's Dynamic .NET TWAIN 5.0 Software Dev Kit Provides WPF Control
VANCOUVER, BC -- (Marketwired) -- 12/03/13 -- Dynamsoft Corp. has updated its Dynamic .NET TWAIN software development kit (SDK) to version 5.0, which now provides built-in support for Windows® Presentation Foundation (WPF). This allows software developers to more rapidly build WPF-based applications for image capturing from TWAIN scanners or UVC / WIA webcams and other devices. Dynamsoft is a developer of browser-based image capture SDK, .NET document imaging component, and version control...
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Net@Work Acquires Dresser & Associates, the Top Sage HRMS Solutions Provider
May 04, 2016 10:05 AM Eastern Daylight Time NEW YORK--( BUSINESS WIRE )--Net@Work, a leading provider of integrated business technology solutions, today announced it has acquired Dresser & Associates (Dresser), a Sage North America business partner specializing in the sales, installation, and support of Sage HRMS . For three consecutive years, Dresser has been Sage’s number one HRMS reseller, providing clients across North America with flexible, customized HR, payroll and talent...
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Attention Sales Reps... What Is Your Purpose, Plan And Goal For 2017?
Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year hasn't turned out the way you wanted, now is the perfect time to make a few adjustments to finish strong. Set aside quality time to do some serious sales planning so next year you get extraordinary results. As you reflect and start working on your business plan, think about one word... "TRANSFORMATION" LOVE TED TALKS AND THIS HELPS SET THE STAGE The sales world is changing more rapidly than you...
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Why Having A Business Plan Is A Must For A Major Account Copier Rep
These two quotes by Benjamin Franklin, one of the most influential founding fathers of the United States, have played such a pivotal role inside the sales world today. “If you fail to plan, you are planning to fail” and "By failing to prepare, you are preparing to fail." I encourage you to set aside some time and think about these two quotes as a major account copier rep. If you would like some help check out What Is You Purpose, Plan And Goal For 2017 What is your plan to grow your business...
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3 P's Major Account Copier Reps Must Embrace To Crush Quota In 2017
Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year has been challenging for you as a major account rep, now is the perfect time to make a few adjustments, tweaks and commit to a successful 2017. Set aside quality time to do some serious sales planning so next year you get extraordinary results. As you reflect and start working on your business plan, think about one word... "TRANSFORMATION" As a major account copier rep, how can you transform...