CLIENT		Automatic Data Processing (ADP) TotalSource Division
PROJECT FOCUS		Create and deliver a best practices sales  training program to salespeople and management at The National Sales Conference
OVERVIEW		ADP TotalSource is one of the quickest growing divisions of Automatic Data Processing.  Approximately 300 District Managers (salespeople) and 40 Managers work to sell a complete outsourced human resources solution to small and medium sized business.  Strong District Managers maintain very high activity levels and are extremely thorough throughout the consultative sales process.  Each year, at the National Sales Conference the entire ADP TotalSource sales organization assembles to deliver recognition from the previous year and to provide training and momentum for the year ahead.
OBJECTIVES		ADP TotalSource asked The Next Level to create a best practices prospecting program based on the activities and practices of the organization's top salespeople.  To develop the program, The Next Level spent several days in the field to observe top performers and learn the TotalSource products and services.  Next, a focus group was conducted with the company's 12 top performers to determine the prospecting best practices that were most common among top performers that could be presented to the other members of the sales team.  Finally, the best practices prospecting program was created and delivered around the following topics:  Target Marketing, Getting Past the Gatekeeper, Voicemail Messages That Work, Email, Cold Calling and Qualifying, Resolving  Telephone Objections, Follow-up Calls That Secure Appointments, Foot Canvassing, Networking and Generating Referrals.  The program was delivered to 6 groups of 50 District Managers and  all Sales Managers over a two-day period at the National Sales Conference.
RESULTS		The Next Level's program was rated the highest among six programs presented at the National Sales Conference. The 300 surveys revealed the following about The Next Level's Program 89% of participants strongly agreed (and 10% agreed) that they "benefited from learning the best practices of top performing DMs" through the program." 84% of participants strongly agreed (and 15% agreed) that the presenter's "style and delivery was effective." ADP TotalSource has hired The Next Level to develop a sales management best practices program to be delivered at this year's National Sales Conference.

For more information - Contact us!