Description of the CMIT Sales Model
The Associate will be continually developing and working from a master prospect list of 400 businesses to accomplish the primary thrust in making sales for CMIT Solutions. These businesses are selected to meet certain criteria so that all businesses on the list are likely to be suitable candidates for our services. The criteria for these businesses on the master prospect list are found in the section titled ‘target list criteria’ later on in this document. This list will be provided by the owner or owners of CMIT and will be reviewed periodically over time.
Sales are typically accomplished via multiple touches and CMIT will provide marketing materials and funding for some of the initial touches. The salesperson will be responsible for calling and following up on leads generated via these campaigns. In addition, leads generated via marketing campaigns at specific vertical markets, and leads generated by CMIT owners at shows and networking events may also be assigned to the salesperson for follow up. Lastly, the salesperson will be expected to generate leads via there own activities and ingenuity.
Note: All marketing materials, presentations and content sent to prospects must be CMIT approved before it is used.
Operational Definitions of Duties and Responsibilities
Setting appointments
The Associate will be required to manage their time effectively; this will include setting appointments with business contacts and planning their day so that all necessary tasks are completed.
Accurately and completely fill out assessment forms prospect profiles and CRM tracking tickets
The Associate must quickly become proficient at performing thorough assessments of prospects and clients. The client questionnaire is one of the primary ways we determine the need for our services. For this reason the Associate must become very adept at accurately and completely filling them out. A copy of each assessment will be put in each prospect’s file. This will provide valuable information about the client and their particular systems, and will also help the Associate understand and track follow up actions, cross sell opportunities, etc.
Making sales and follow-up phone calls to prospects
The primary purpose for having an Associate is to lead the sales effort and develop new business. For this reason, making sales calls and follow-up phone calls is essential. The Associate must have a pleasant manner on the phone and must display a willingness to use this important sales tool to keep in touch with the client and prospect base.
Preparing various reports and proposals for prospects, customers, and the office
The Associate will be responsible for leading the production of proposals for potential clients. This could include preparing PowerPoint presentations, e-mails contracts, as well as other written supporting information or proposals. In addition, administrative reports must be maintained and updated daily in our Autotask CRM system.
Delivering presentations to prospects
The Associate will be responsible for delivering presentations and proposals to potential clients. The Associate must have the skills needed to address concerns or issues that may come up during the presentations or proposals, and excellent sales ability as well as an ability to close the sale.
Identification, prospecting and closing of new accounts
This will include all aspects of the sales process.
In-person and phone contact of prospects
There are 400 names on the master prospect list. The Associate must diligently work these 400 prospects using a working group of 100. These 100 prospects will be taken from the master prospect list of 400. As prospects are eliminated from this group of 100, they will be replaced by other businesses from the master prospect list. A new prospect that meets all of the criteria for inclusion in the master Prospect list should be added to the master prospect list so that there are always at least 400 prospects on the master prospect list.
Diligently working these prospects will mean different things depending on the day. In order to give you a clearer view of the level and type of effort required by this position, we are expecting you to be able to consistently close 5 contracts a month. An example of the activities that may comprise a day:
Closing a sale.
If there are no sales, you should be delivering proposals having already outlined your responses to potential objections to the proposal.
If there are no proposals to deliver or work on, you should be with potential clients doing initial discovery meetings and assessments.
If there are no meetings with potential clients you should be setting appointments to meet with qualified companies.
If you don’t have any qualified companies to call on, you should be prospecting to identify some.
All calls and results must be logged in our web based system AutoTask. The Associate must accurately track and manage this effort and should be able at all times to show exactly who from the list has been contacted and how far along the sales track each contacted prospect is.
Attend networking events that may occur early morning, nights, or weekends
A large percentage of our new business is a direct result of networking and CMIT Solutions currently is active in several different organizations for this purpose. The Associate is required to actively participate in these types of networking groups and/or events, even if they occur early in the morning or after normal working hours.
Target List
Our strategy for promoting the business requires that we identify 400 prime targets for new business. These targets should have the following attributes:
- Small to midsized businesses We consider businesses with 10 to 150 employees our target market. This does not mean that we will not deal with businesses outside of this range, but it does mean that this range contains our most likely targets.
- The businesses should have at least 10 computers that are used by a primary user at least 75% of the day. Companies with a high percent of computers that call into this definition are computer-intensive and will provide a large opportunity and year over year growth. For instance, a law firm or accounting office would be a much better choice than a construction company.
Here is a partial list of likely candidates:
- Healthcare
- Energy companies
- Government
- Law firms
- Bankruptcy Firms
- Credit Repair
- Collection Companies
- Insurance firms and agencies
- Accountants
- Hotel Groups
- Smaller Banks, Credit Unions, Savings and Loans
- Engineering firms
- Financial Management
- Private schools
- Architectural firms
- Mortgage companies
CMIT Compensation Package Details/Examples
Please review the following section to gain an understanding of the Compensation package for this position.
The following examples illustrate various sales success rates and associated compensation results.
If the salesperson acquires 15 desktops and 1 server the resultant commission would be $100. This commission will be paid at the end of the month and will recur for as long as the salesperson remains employed, or until the client is lost. If the sales person then acquires 25 desktops and 2 servers in month two the commission will be $175 in month two. This will be added to the $100 from month one for a total of $275.
If 30 PCs and 2 servers are acquired in month 3 the commission will be $200. This will then be added to the previously booked business and the commission check at the end of month 3 will be $475 ($100 from month one, $175 in month two and $200 in month 3)
In addition for IT Solution Sales Associates, a 10% commission on all consulting work and hourly labor generated by these new managed services clients as well as any new clients that engage us in hourly or contract work but do not sign up for managed services or other monthly services contract is provided.
Conservative one year sample for a IT Solutions Sales Associate: if 350 desktops, 30 servers and $25,725 worth of consulting services are booked the resultant commission will be $50,000 in the first year. The carryover monthly commission starting in month one of year two will be: $2,500. Business Market Develop Associates can earn similar year 1 and subsequent commissions..
The following table illustrates key concepts of the basic compensation plan. Compensation plans may vary from office to office and may be adjustable commensurate with experience.
| Product/Service | Initial Commission | Ongoing Monthly Commission |
| Marathon | $5 per desktop, $25 per server | $5 per desktop, $25 per server |
| Guardian | 10% net profit | 10% net profit |
| Project work1 | 10% | none |
| Hosting | 10% net profit | 10% net profit |
| *Hardware Sales2 | 1% net profit* | none |
| *Software Sales, Other3 | 1% net profit* | none |
*Due to the low margin on CMIT Hardware/Software Sales commission is primarily based on the corresponding installation and project work.
The following table illustrates how the ongoing monthly commissions can quickly build as the IT Solution Sales Associate develops and maintains their book of satisfied clients and blends with normal non recurring monthly sales commissions.
| Product/Service | Units sold in Month 1 |
Month 1 Comm $ | Units sold in Month 2 |
Month 2 Comm S | Units sold in Month 3 |
Month 3 Comm $ |
| Marathon | 24 desktop 2 server |
$170 | 48 desktop 4 server |
$510 | 96 desktop 8 server |
$1190 |
| Guardian | 1 | $20 | 2 | $40 | 3 | $60 |
| Hosting | 24 users | $10 | 48 desktop | $20 | 96 desktop | $40 |
| Project Work | 1 | 750 | 2 | 1500 | 3 | $2250 |
| Hardware Sales | 15 desktop 3 server |
$30* | 30 desktop 6 server |
$60* | 60 desktop 12 server |
$90* |
| Software Sales, Other | 5 | $30* | 10 | $60* | 15 | $90* |
| TOTAL | $1010 | $2190 | $3720 |
The above example does not constitute an offer of employment or reflect actual commissions paid. Commissions paid are based on performance and local office policies terms and conditions as outlined in the respective office Position Contract. Position Contracts are open for periodic review and adjustment.
The following table illustrates how the ongoing monthly commissions can quickly build as the Business Market Development Associate gains new clients.
| Product/Service | Units sold in Month 1 |
Month 1 Comm $ | Units sold in Month 2 |
Month 2 Comm S | Units sold in Month 3 |
Month 3 Comm $ |
| Marathon | 15 desktop 3 server |
$150 | 45 desktop 9 server |
$450+$150 | 135 desktop 27 server |
$1350 +600 |
| Guardian | 1 | $20 | 3 | $60+$20 | 9 | $180+$80 |
| Anti Spam | 5 | $5 | 15 | $15+$5 | 45 | $45+$20 |
| TOTAL | $175 | $700 | $2275 |
The above example does not constitute an offer of employment or reflect actual commissions paid. Commissions paid are based on performance and local office policies terms and conditions as outlined in the respective office Position Contract. Position Contracts are open for periodic review and adjustment.
Performance Criteria
It is important for the Associate to have appropriate feedback in order to know whether or not he or she is meeting the expectations of the owner or managers of CMIT Solutions. For this reason we have defined specific performance criteria. These criteria are designed to function as ‘pulse points’ for the position and can be one of many indicators of how well a person is performing in a certain position within the company. These are by no means the only indicators of performance, but these specific criteria are designed to help the manager of the company measure and quantify the performance of a job by the associate.
These performance criteria review performance in different areas of the job. Each week the manager will review the associate’s performance in each of these areas and will document the results in the associate’s file. Certain areas that may need improvement will be identified and the associate will be expected to raise the level of performance in that area for the following week’s meeting. In this manner, the manager and the associate have a forum in which to discuss performance of the tasks and duties that make up a specific position within the company.
Performance Criteria Questions
Daily
- Did the Associate completely and accurately update the database to reflect all information gathered and generate the daily activity report every day?
- Did the Associate completely and accurately fill out the client questionnaires?
- Did the Associate attempt weekly contact with each person on the short list of 100 businesses they were taking through the sales process?
- Did the Associate contact the office at least once per day? Was the Associate reachable by the office staff during the day?
- Did the Associate either make the cold calls for the monthly 40 cold-call blitz, or does the Associate at least have time and targets picked out for that activity? Are they on track for 40 per month?
- Did the Associates work enough hours throughout the week?
- Did the Associate present a neat and clean-cut appearance every day?
- Was the Associate prompt and reliable about showing up on time for appointments, showing up for work, and promptly returning to work after lunch or other breaks?
- Does the Associate have a full schedule set up for the following week?
- Did the Associate present the proper information to the clients, and did the Associate ask for the business in an appropriate way with each and every prospect he or she meets? In other words, did the Associate close for the next appointment, and finally, close for the sale?
- Does the Associate show weekly and monthly progress, and is that progress consistent with the monthly goals established?
The following items will be driven by goals and reviewed weekly
- Total hours spent prospecting this week
- Number of prospecting calls made
- Number of prospecting calls per hour
- Number of appointments this week
- Number of questionnaires completed this week
- Number of presentations completed this week
- Number of proposals presented this week
- Number of appointments for next week
- Number of sales made this week
- Average dollar volume of sales made this week
- Total dollar amount of sales this week
- How many miles did the associate log this week?
- How much drive time was there this week?
- What was the closing rate for the Associate this week?
Set goals for the following week and review goals for the previous week.
This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employee may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Certain job functions described herein may be subject to modification in accordance with applicable state and federal laws. This position description is not an employment contract or guarantee of employment and any reference to time is for example only. It is understood and accepted that the employment relationship we have agreed to is an at-will relationship and that it may be ended by either party at any time for any reason.
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