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
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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
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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
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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
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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!
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The Road to Success
Begins Here!
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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.