Meet Paul. Paul is a business major bent on making his mark on the world. Where's a place to start than the Dell EMC NextGen Sales Academy as an Emerging Technologies Specialist?
After speaking with recruiters and the most distinguished of inside sales managers, Paul is promised "incredible growth, tremendous learning, best of breed technology!" After all, Paul is so lucky to be working and commuting to 176 South Street from his little apartment in Southie.
Paul starts with a class of 20 people - these are all the future sellers of Dell that are going to take the company to the next level. Paul goes through the 6 weeks of intense onboarding. Where he learns how Dell is the greatest infrastructure vendor in the world, and that competitors such as Pure, Netapp, HPE, and Rubrik are absolutely abysmal. He doesn't learn from tenured sales engineers and technical solutions architects, but rather gets to hear from fabulous sales development managers!
Paul is then introduced to senior inside sales leadership, who promise him that he can make great money and thrive in the NGSA program. Paul truly believes in and trusts in the executive leadership, even though they RTO'd inside sales on two days notice a couple months before the rest of the company!
Paul completes the rigorous onboarding where he is grilled constantly about the key features of PowerStore and the tremendous benefits of Data Domain. Can't forget the Dell Technology Advantage! Paul and his cohort have to memorize the DTA Buckets and Why Dell for AI messaging for his cold calls! The Emerging Technologies Specialists have to tell IT Managers about Dell's strategic AI Partnerships, and if Paul wants to get to the field, he damn well better know his brief.
Paul is then sent to cold calling. He is goaled on 5 appointments week over week, 80 dials a day, and 2 hours of talk time. However the dial and talk time talk time is inaccurate, causing Paul's brand to go down. Paul gets to see where he stacks on the leaderboards weekly with his team and the rest of the sales floor on emails sent by NGSA leadership, gotta get to Team MVP of the week!
Paul calls a very angry IT director that is tired of the constant unsolicited calendar invites and the 10 different Dell reps calling him. Paul tries to set an appointment to talk about tremendous benefits of PowerStore when the IT Director had already moved to Pure based off price, poor Paul is unfortunately shot down. When Paul asks his brilliant SDR manager, the SDR manager shrugs and says "Maybe you should have delivered more business value!"
Once Paul gets his first cold call appointment, he gets to ring the gong on the sales floor in honor of his mighty victory. After all, senior leadership told him he had to be "All In" and that the sales floor is a magical fast paced place according to JC.
After the first few weeks of cold calling, Paul is granted "BCI Access" by his superiors. What does this mean? Paul and his class are now permitted by leadership to send blind calendar invites to accounts to provide even more business value and generate demand! On a biweekly basis, Paul gets to have the privilege of "floor stand-ups" where the other legendary sales associate managers get to rally the rest of the cold calling as-----ns, because Thursday is the best day to cold call!