Tagged With "October Quota Survey"
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Re: 57 Days of Selling "Day 16"
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: MPS and Linux HELP!
So some clarification first. PaperCut absolutely does support Mac. In fact, it is the only cost recovery/print control solution that I know of that actually installs in an all Mac environment. (Server and Client) It also is the only solution I know of that installs in a Linux environment. So both of your issues are solved with PaperCut. I included the install guides for Mac and Linux to get you started.
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Re: Ricoh NEW PRODUCT RELEASE - C3001, C3501, C4501, C5501
Art, you need to read the stuff you send. The answer was in the Lanier FAQ's that YOU posted. Q. What is the new Quota Setting feature? A. Quota setting is a new feature that allows administrators to set limits on the volumes that individual users or groups can run on the machine. More than a User Code tracking feature, limits can be placed on different kinds of output (color/B&W mode, copy or print, etc.)
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Re: Sales Manager Advice
I don't think you could have a selling sales manager who also (actually) manages 6 people. Selling sales mangers are great in areas that need someone in charge but the number of reps do not justify a manager (usually 2-3 reps). If you want someone to hire, train and actually manage people, don't give them a quota for individual sales. If you want someone to answer a few questions and turn in the month end paperwork without really "managing" anything, go with a selling sales manager.
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Re: Comments on the Canon 1730/1740/1750 Models
The Ricohs have been slow sellers is not because of end user needs or wants. Basically ours is a quota/revenue driven business from the top to the bottom. The preferred compensation model for commissions is that of a revenue based plan with commissions. Why have a GP driven comp plan for your sales people when your Dealership or Branch has a revenue based quota plan from the manufacturers? It just doesn't make sense. With that A4's from Canon, Sharp, Ricoh, and KonicaMinolta has presented...
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Re: End of 2011 Sales Quota Poll
What is this quota???? Don't live in a quota driven world. I will say this though. 2011 sucked. It didn't suck as bad as 2010, 2009 or 2008. How I look at things. In 2008 I did 40% less than 2007. In 2009 I lost another 10% on top of the 40% from the previous year. In 2010 I lost another 5% on top of the two previous. In 2011 I was up about 15% over 2010. January of 2012 was strong.
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Re: Managed Network Services discussion
Sounds like you guys have started a completely new division. As I said earlier there is no synergy, you had to completely start from scratch except for maybe billing, the overhead is incredible and let me guess none of them work on MFP's and the sales people don't want to sell it because its a PIA for little return. Next, let me guess, (if its not already) will be a quota on MNS tied to MFP payouts. If you sell $30k MFP's with no MSN Commission rate is X% if you sell some contracts it is...
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Re: What is the future for DigiDoc Flow, eCopy and NSI?
take for example, I have a customer interested scanning to sub folders and of course with the Ricoh's we have to achieve this with either NSI or ecopy. In our company I have to reach out to our Pro Services department, believe it or not we are now recommending Global Scan, reasoning counts towards our quota, and I'm told easier to support. I'm sure at some we'll have a standard feature with scanning to nested folders, but as technology moves forward do you not think that the manufacturers...
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Re: NEC Corporation of America Announces Closure of Document Solutions Division (DSD)
But if Konica Minolta or Kyocera signs up those old NEC dlrs, it will be with a lot higher quota than they were used to. The usual NEC dlr may not be big enough to agree to the new quota. Those old NEC dlrs may end up going thru distributors except for a few select larger ones.
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Re: Samsung Says Offer for Sharp’s Photocopier Unit Rejected
Prediction: Samsung will cut into many Ricoh dealers making quota......one way or the other.
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Re: How do you feel about the industry?
Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize. Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales. I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer. What makes a great dealership? Now that I have a years...
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Re: How do you feel about the industry?
Wow 1 whole year woooohoooo. Change professions! Seems you want a job not an opportunity. Seriously this business is for entrepreneurs make your own plan. You don't understand the beauty of this industry. Its the last one where you can determine your own income. Treat it like your own business without any of the expenses, None, Zero, Nada, Zilch. For your investment of ZERO (and obviously Zilcho previous experience) you get to share in the profit. Wait a minute I should start charging like...
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Re: 100 calls a day, 240 minutes talk time a day, 4 opps per day
I re read this and if Art hadn't have posted this I would have ripped it to shreds. So here is my new and improved toned down sophisticated paragraph by paragraph interpretation of this. That is how it works. New Sales Managers increase activity requirements when there in't enough. So your on the phone 4 hours a day. So don't miss the goals. Tip recommend the sales manager stay with you after hours until maybe 9 or 10 pm 3 times per week to coach you and help you get better, in an email with...
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Re: 100 calls a day, 240 minutes talk time a day, 4 opps per day
I believe this was the case, just from our few phone conversations. I thing I can tell you is that the salesperson is a hardworker. from Yoda "Just to clarify I think 100 calls per day every day is harsh but what throws me is the only 4 business opportunities? Heck you should get 50 that qualify as an opportunity if not more, just depends on when". Personally I made over 50 calls today,15 emails to prospects, returned 4 calls, set 3 appointments, however zero opportunities. I believe an...
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Re: 100 calls a day, 240 minutes talk time a day, 4 opps per day
Are there really markets where there are so many unknown potential clients (after all these years of CRM's that is;DM, Lease end date , local decisions, make, model, volume, notes) that making random calls from a list would really achieve results? If I were to start another copier company (which I won't) I would spend a large percentage of my initial investment in information. I've said it before I'll say it again : ALL Businesses (with local decision making) are prospects its just a matter...
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Re: 1st Qtr
Yep, we got off to a slow start as well. Ricoh said we were running at the top of their growth list. Wondering where we are fairing at the moment. The light's on though. Already at 85% of this months quota and only 10% from List. Sounds like we may all have felt a little bit O' da world here at home... Thank goodness for the 1224 & 1232 for drumming up some opportunities all around. GOOD SELLING!!! -Greg
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Re: Ricoh Rumor!! New Strategy?
Art, do you get paid for clicks? Is your quota click oriented or sales revenue oriented?
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Re: How many prospects are in your territory?
Mine contains 17 counties, but I look at where the numbers are. I can't possibly call all territories in a given month, so I do both cold calling, and mass mailings. The majority of my sales are coming within a 5 county area, which is where I spend most of my time. Its when sales are off that I will branch out into the other areas to try and peak some interest. In my opinion, when you don't have your name and face in front of the customer yet, you will have to knock on alot of doors, so...
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Re: How many prospects are in your territory?
If that number of businesses includes resturants and retail, you have a tough row to hoe my friend. Really, number of businesses is a poorer way of gauging one territory vs another than number of employees. However, the only "accurate" way is to use the BEQI (pr. becky) Index. That stands for Business Equipment Quota Index which is a market quota index for B&W and Color MFP's, B&W and color printers, and Fax's. It makes it possible to compare different territories b county, metro...
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Re: Kyocera TASKalpha quote from end user
Wow...it is getting ridiculous how cheap this stuff is going for. I feel bad for our up & down the street reps, because it's getting to where they have to sell 2 or 3 times as many deals per month just to sniff quota. I really do wonder when the price point on color products is going to finally hit its floor...
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Re: awards program
On a seperate note, I don't like a reward for the person who gets first the most times vs the person with the highest % over quota for the year. If it is the same person either way great, but the possibility exists that a consistently good rep would lose out to the roller-coaster rep. I have also always utilized a G.P. quota as well and had the winner be the one with the best average...i.e. 200% sales & 100% G.P. would be a composite 150% as would 200% G.P. & 100% sales. I've never...
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Re: Where Do You see the Copier Industry in 5 years????
...and that takes me full-circle back to my discussion of "document management strategies". It's too early for me to say that I've found the perfect transition into the next phase of our industry, but I'm certainly giving it a shot! I'm practicing adding phrases like "Integrated Electronic Document Management System" and "Managed Print Services including Total Fleet Management" into my daily talk-track. Of course, we've all been discussing this type of stuff amongst ourselves for years, but...
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Re: My Top 5 Secrets About Using Linkedin for Prospecting
Agreed! It's not about what you know, it's about who you know! Believe it or not your are connected to the people you are trying to connect with, you just don't know it. This is so true. Art, we should chat. I hit quota last month getting a lead off Facebook. Very cool potential to prospect on Facebook without getting people's "business guard" up.
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Re: inside sales rep
No, we are not doing this, however this was a topic of much discussion last week. RBS has a plan like this in place, something to the tune of $800 added to the base of the equipment. we discussed adding $450 fee would cover all aspects of network installation upto 10 users, including Scan2email, scan2folder, print drivers and training for the software. The CSR (Customer Support Representative) would also have the ability to "sell the extras" once in the door. The would have a "click quota"...
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Re: Pay Plan
At our company the rep gets a one time "bonus" for selling service agreements. More commonly viewed as being penalized for not selling service. However, I understand why. We don't truly believe you are our customer if you don't have a service agreement. Without service, you are more apt to be dissatisfied with your product and unless cycled regularly by your sales rep will become orphaned and be lost to the competition when you are ready to upgrade. I believe the problem is any time we take...
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Re: Pay Plan
Here's the idea that my bosses are choking on. Lets say that our normal book rate for service on a color MFP is 1.2 cents B/W and 8.5 Color. I say let the rep have anything he can get over that amount and tie it to quota. For instance, my quota is 60K in revenue/month. On a quarterly basis, if I sell 180K, I would get the overage of the book rate clicks that I have sold. The above example was 1.2 b/w and 8.5 color, if I sold it at 1.5 b/w and 9.5 color and made quarterly quota, I get the .3...
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Re: Pay Plan
To answer the questions above: We only sell Monthly MA's and the clicks only go to the house if we don't make quota. The click commissions don't expire unless you quit or are fired. If my bosses would do this, I would never think of leaving and would wash their cars everyday.
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Re: CL400dn
I'm having a lot of trouble uploading this pdf. I tried this and the upload forums and I get this message.
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Re: CL400dn
I get an error trying to download file. There was an FTP (file transfer) error. The detail is 'Failed creating the directory '/attachments/8/0/4/8041001701' error code: 550 /attachments/8/0/4/8041001701: Disk quota exceeded'.
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Re: Sales Reps Come and Go?
At the last dealer I worked, it was exactly like Jim said. I even asked the HR director one time "Do we just not hire people without outside sales experience?" Her response was "Let's face it, if they don't already know how to sell, they sure aren't going to learn it here". My current employer is rather unique in my opinion. They offer comprehensive training and for new reps they do not send them out into the world to succeed or fail with no supervision. New reps have guides and targets such...
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Re: Aficio 3045 user quotas
Just started monitoring this trail. If you are still looking for a Print quota product that might work for your client you can check out Papercut at http://www.papercut.biz This is an Australian product that is very low cost and may work for you. It is mostly focussed on print control. They are pretty easy to set up a reseller account with and so far appear to be on the ball. Haven't used it a lot but we're finding even small companies are looking for the cost control for colour printing.
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Re: Measuring Reps Activity
Normally, I don't track much as long as the numbers are there. A weekly calendar month and 90 day forecast every Monday is all that is required. I've worked metro areas as well as rural and the expected number of calls have varied accordingly but I am big on a weekly, hit no matter what number of calls. I prefer weekly so that it is harder to come up with excuses for failure. My number, in this rural territory is 80 face-to-face calls per week...a number that is doable even if you're sick a...
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Re: Fair Comission Plans
at a 25% gp to revenue percentage this rep wouldbe doing $800K for the year. what would his revenue quota be? 40K? 50K? per month? someone of this caliber would need to be in the six figures, i would think. if you set up a gp quota of $6K per month and pay 50% for everything over that it would give them about $7K in gp commission. per month. A base of $30K along with other spiffs would do that. just a thought.
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Re: konica Minolta bizhub 250
Thanks everyone for your feedback. I got the sale. I was a thousand dollars higher on a 30 ppm w/no finishing. KMBS quoted a 420 and the customer bought from me because of my persistence and the service side. Shaja, you were right to preach to service. That sale put me over my quota for the month. Thanks again to everyone.
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Re: What's the application that will cause Capture to really grow in the MFP space
I actually have that application for two current prospects and even though both will benefit from the improved workflow, one is stalled and the other is scheduled for Feb time line. On the application that is stalled we need to extract data from a form and populate the data in another format, the ideal format would be excel, however my support people are suggested MS365, and that's where the deal has stalled and I guess it's stalled because the solution would not be one that generates a lot...
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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?
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: The End Is Nigh
Art, thanks for your reply. A lot of GREAT points in there. I literally spent this weekend relaxing (much needed) and thinking about what you said. Here is what I've been thinking about: 12-18 months ago, I could win competitive deals quite easily with $2000 GP. Now, I'm losing with $1500 in a 45-ppm colour box. That means American pricing has flooded the rest of North America, where $1000-$1500 in GP in a commercial street deal seems to be the norm. To increase my closing ratio in...
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Re: The Quest for $200K "When I bit off more than I could chew"
I’m with you. In July i surpassed my yearly quota and set a goal of 1,000,000. I knew it was a stretch but thought “what the hell, let’s give it the best shot.” December has not been terribly kind. I’ve helped our reps get some deals closed and while doing that had moved things to other dates etc. had about 60,000 orders that look like they will go to January unless something happens before weeks end. I think I’ll finish up around 830,000 - 860,000. 140k to 170k Short but it’s been a...
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Re: The Death of the 48, 60 and 66 Month Lease
My company is actually excelling in it with technology, staff, and programs available. With me, I have a high revenue quota each month, MNS does not count towards revenue and bonus. Hardware and IT Block time counts, so what's a salesperson suppose to do? I'm finding it hard to balance both and close deals for both.
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Re: The Death of the 48, 60 and 66 Month Lease
I'm in the same boat as far as how to balance it. My quota is almost six figures, & an IT deal does nothing to help with that. I also know that my client list and prospect list are larger than my company could handle for MNS, so I'm not even sure who to call on for IT and don't have time to figure that out while doing what's necessary to hit that quota.
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Re: Ricoh Rcloud Services
You get billed by the customer. So if one customer is not using all there quota we get billed for it and in turn bill the customer.
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Re: Xerox Color C60/C70 Pricing
I did this awhile ago for the C75, it is attached. We have global people on the site, however, hoping Bill W can help you out.
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Re: Percentage of Office Equipment Leases?
That brings up a good point. Of course it depends on your payplan but I would have great difficulty making my G.P. numbers if I didn't have renewal revenue from my 36 month leases. Anymore, there just isn't a good reason in my mind (in most cases) for someone to change equipment after just 3 years. I lower their payment 60% and still make good commission...they're happy, I'm happy, and my company's happy. I get a sale every 3 years instead of 5 with a much higher revenue and G.P. toward my...
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Re: Canon Eliminates All Pricing Programs and adds Chargebacks?
I think the biggest thing the way I understand it is that you now have to hit a number to get any kind of rebate and then if you don't hit it you get charged back. To get a rebate they are basically double our quota each quarter. Of course I just got an email this morning that said canon was already tweaking it based on dealer feedback so we will see what happens.
Blog Post
This Week in the Copier Industry 5 Years Ago, The First Week in January 2014
Some great threads here, especially the blog series I wrote for "31 Ways to close more copiers sales". Enjoy these threads from 5 years ago this week! Pacific Office Automation Helps Local Children by Matching Donations in the Fox 12 Holiday Toy Drive Art Post · 1/2/1410:14 PM Pacific Office Automation Pacific Office Automation ( http://www.pacificoffice.com ) is a leader in managed printing solutions and document management software. Since 1976, Pacific has grown to become the industry’s...