Senior Director Sales Training DivisionSenior Director Sales Training Division

Mitch BardwellMitch Bardwell

Learning: Re-Imagined

AgendaAgendaAgendaAgenda

Sales Training & Measurement for Canon’s Distribution Channels Sales Force

• Canon authorized Independent Dealer sales people

• What’s the content• How do we measure

• Canon Business Solutions (subsidiary) new hire sales people

• What’s the content• How do we measure

Independent Dealer ChallengeIndependent Dealer ChallengeIndependent Dealer ChallengeIndependent Dealer Challenge

• Train Authorized Canon Dealers Sales People on:• Sales Skills• Product/Applications• Technology

• 240 dealers

• 4,000 sales people

Delivery MethodsDelivery Methods Delivery MethodsDelivery Methods

• Web-Based Training (WBT)

• Instructor-Led (ILT)

• Learning Zone LIVE (LZL) – A scheduled online instructor-led

training session where both the Instructor and Participant interact in real-time through the use of computers linked to a network or the internet.

• Also Available – Assessments, Tutorials, Reference Materials, Walkthroughs

Types of ContentTypes of ContentTypes of ContentTypes of Content

• Product / Application• Over 150 Web-based and Instructor-Led programs • Covering Canon’s B&W and Color digital imaging products and services.

• Technology• Digital Imaging Communications Workshop• CDIA +

• Sales Skills• 20 Self-Paced Skillsoft Courses• Buyer Approved Selling Workshop• Demonstration Skills Workshop• SPIN Selling

Canon Learning Canon Learning Zone SurveyZone Survey

•QuestioQuestion 4n 4

Subjects you have taken advantage of Subjects you have taken advantage of in the last 6 monthsin the last 6 months

Imaging Industry Sales Technology

Vertical Markets

43%43% 81%81% 63%63% 39%39%

The Best of Topic Selection

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

Lanier

Kyocera Mita

Ricoh

Konica

Sharp

Canon

Man

ufa

ctu

rers

Percentage

Sales Managers

Sales Representatives

The Best of the Following ElementsThe Best of the Following Elements

The Best of Content Quality

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Lanier

Xerox

Ricoh

Konica

Sharp

Canon

Man

ufac

ture

rs

Percentage

Sales Managers

Sales Representatives

The Best of the Following ElementsThe Best of the Following Elements

The Best of Presentation of Content

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Lanier

Ricoh

Konica

Sharp

Canon

Man

ufac

ture

rs

Percentage

Sales Managers

Sales Representatives

The Best of the Following ElementsThe Best of the Following Elements

Sales Productivity Boosted by 25% Sales Productivity Boosted by 25% Sales Productivity Boosted by 25% Sales Productivity Boosted by 25%

10.5%

18.1%

16.2%

55.2%

5% Increase

10% Increase

15% Increase

25% or MoreIncrease

55% said it boostedtheir sales by 25%

(6 or More Courses Completed or 2 or More Visits a Month)

Canon Business Solutions Challenge…Canon Business Solutions Challenge…Was Understanding the Business ProblemWas Understanding the Business Problem

Canon Business Solutions Challenge…Canon Business Solutions Challenge…Was Understanding the Business ProblemWas Understanding the Business Problem

Business ProblemBusiness ProblemBusiness ProblemBusiness Problem

High Turnover

of Account Representatives

at Canon Business Solutions

Increased Recruiting

Costs

Lost Revenue

andMarket Share

Branches Not Fully Staffed

Missed Quota

Targets

Key Turnover FactorsKey Turnover FactorsKey Turnover FactorsKey Turnover Factors

New HireTraining

Recruiting

Sales Management

Compensation

Vision – Lifetime Training ProgramVision – Lifetime Training Program

Delivered by Mr. Riochi Bamba July 2006Delivered by Mr. Riochi Bamba July 2006

Vision – Lifetime Training ProgramVision – Lifetime Training Program

Delivered by Mr. Riochi Bamba July 2006Delivered by Mr. Riochi Bamba July 2006

RecruitRecruit Classroom Classroom TrainingTraining

Field Field TrainingTraining

Sales Rep Sales Rep Level ILevel I

Sales Rep Sales Rep Level IILevel II

Level Up Level Up TrainingTraining

Level Up Level Up TrainingTraining

Sales Rep Sales Rep Level IIILevel III

Manager Manager TrainingTraining

Sales Sales ManagerManager

30 Days30 Days 30 Days30 Days 4 Months4 Months 1 Week1 Week

GoalsGoalsGoalsGoals

•Level ILevel I

•Level IILevel II

•Level IIILevel III

Sales Foundations ProgramSales Foundations Program

•Months as CBS Sales Rep

1 2 3 4 5 6 7 8 9 10 11 12

Sales Rep Level II

Sales Rep Level II

Sales Rep Level III

Sales Rep Level III

Sales Rep Level I

Sales Rep Level I

Sales Rep Job ExpectationsSales Rep Job ExpectationsYear OneYear One

Sales Rep Job ExpectationsSales Rep Job ExpectationsYear OneYear One

Level ILevel ISmall Business Customers; Telemarketing;Small Business Customers; Telemarketing;

Basic Sales Skills; Core Products/TechnologiesBasic Sales Skills; Core Products/Technologies

Level IILevel IIMid-Sized Businesses Mid-Sized Businesses

Customers; Customers; Multi-Product Multi-Product SalesSales

Level IIILevel IIIOpportunities to Sell Opportunities to Sell

Deeper into Accounts:Deeper into Accounts:Advanced Sales SkillsAdvanced Sales Skills

Sales Foundations LevelsSales Foundations LevelsSales Foundations LevelsSales Foundations Levels

ImplementationImplementationImplementationImplementation

Canon Business Solutions

CUSA ISG Sales Training

Reduction in TurnoverReduction in TurnoverReduction in TurnoverReduction in Turnover

78% Reduction inAccount Representative

Turnover!

78% Reduction inAccount Representative

Turnover!

Reduction in Turnover CostReduction in Turnover CostReduction in Turnover CostReduction in Turnover Cost

$3,195,000 Reduction inTurnover Costs!

$3,195,000 Reduction inTurnover Costs!

•* Based on $45,000 per Employee

Average Percentage of QuotaAverage Percentage of QuotaAfter 6 Months on the JobAfter 6 Months on the Job

Average Percentage of QuotaAverage Percentage of QuotaAfter 6 Months on the JobAfter 6 Months on the Job

236% increasein Quota Results!

Thank YouThank YouThank YouThank You

Questions…