Rite-Hite Corporation

Sales Coordinator Program

Stakeholder Overview

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One of the best "life" quotes ever delivered in a major motion picture, Yoda sums up how Rite-Hite has designed the 13 Week Sales Coordinator Training Program. "Do, or do not."


More accurately for us, "Do. Or do not learn."


Statistics show that doing creates learning. Not just watching, not just listening and certainly not just sitting in a conference room watching and listening to a "Death By PowerPoint" presentation. Facilitated from the Corporate Headquarters in Milwaukee, WI, the Sales Coordinator Program relies heavily on the participant's self directed, self motivated learning. In simple terms, the Program relies on participants doing.


From day one, participants are encouraged to embrace their new CAREER and to play an active role in building the foundation for their future by doing.


Effort too, is an integral part of growth and development and we recognize effort at every turn. In the end however, one either gets the order or they do not. Do, or do not.


When participants arrive, please help to ensure that they are ready to DO!

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Program Overview

Upon completion of the Program, participants will be able to:
  • Effectively describe, plan for and execute "full day" target activities
  • Effectively use Rite Here to Prospect "on the fly" and support daily activities
  • Present and execute a Territory Business plan for their personal territory
  • Request and set up a professional appointment with predetermined goals and objectives
  • Identify Global/Strategic Accounts and effectively execute "best practices" to prepare for each sales call
  • Discover and address customer needs
  • Present Rite-Hite, the local Distributor and PMP professionally and efficiently
  • Present each of Rite-Hite's four Marketing Platforms and describe key statistics and concepts of each while drawing from strategic support material
  • Describe how the products within Rite-Hite's "Full Product Breadth" fit into the Marketing Platforms and how many products cross Platforms
  • Describe how the products within Rite-Hite's Full Product Breadth "work"
  • Present/Demonstrate, for their sales role, each of the products within Rite-Hite's Full Product Breadth
  • Conduct conversations with customers that competitors can not
  • Effectively navigate and use NXTGEN to support sales call objectives
  • Effectively navigate and use the Rite-Hite Suite of Apps to support sales call objectives and selling Rite-Hite's Full Product Breadth
  • Define key "go to" resources, both internal and external, who support Rite-Hite's Full Product Breadth
  • Create effective Quote Worksheets, Proposals and Orders for Rite-Hite's Full Product Breadth
  • Write a professional, meaningful thank-you/follow up
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Pre-Hire Process

If the candidate is known:
  • Contact Rite-Hite Human Resources
  • Discuss position, territory and hiring time frame
  • Schedule candidate visit to Rite-Hite for final interviews


If the candidate is not known and Rite-Hite Recruitment Services are desired:

  • Contact Rite-Hite Human Resources
  • Discuss position, territory and hiring time frame
  • Rite-Hite will advertise, interview and screen potential candidates
  • Candidates will participate in secondary interviews upon a visit to Rite-Hite
  • Finalists will be directed to Sales Managers/Principals for final interviews
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Hiring Process

While Independent Distributor offers may vary slightly, candidate offers should include:
  • $45,000 base salary
  • Laptop / iPad / iPhone
  • Position Definition (NER/FSR/Combo/IPS)
  • Territory Definition
  • Start date with Distributor
  • Start / Finish Date in Milwaukee
  • Deferred Auto Allowance to pay for housing while in Milwaukee
  • Salary increase upon Program completion
  • Auto Allowance upon Program completion
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Program Costs

Throughout the 13 Week Program, Rite-Hite Distribution covers the cost for countless social and developmental events. Other charges are covered by Rite-Hite and billed back to the Distributor. The "charge-back" costs are as follows:


  • Transportation costs to and from Milwaukee.
  • Housing: While somewhat seasonal, the studio style hotel rooms typically cost around $1500 per month.
  • Airfare: Typically required for two trips: Star 2 and Homecoming Week
  • Travel Expenses: As with most Rite-Hite events, many meals and activities are covered by the company. However, some excursions outside of Milwaukee (Horn Lake, Dubuque, etc.) may include meals and expenses incurred that were not paid for by Rite-Hite. These expenses will be submitted on expense reports to Rite-Hite and charged back to the appropriate Distributor.
  • Rental Cars: Typically, one vehicle is needed for every 3 - 4 participants. If not enough participants bring vehicles to Milwaukee, Rite-Hite will provide rental cars for the program. These cars traditionally cost about $1000 per month. The cost is split equally amongst all participants.
  • Dale Carnegie Course: With a list price of $2095, Rite-Hite is fortunate to have negotiated a $400 discount with the local Dale Carnegie franchise. For each participant in the course, a charge-back of $1695 will occur.
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Program Preparation

Upon arrival in Milwaukee, each participant should be equipped with:

  • Functional, company email address
  • Company owned laptop, with complete installation and fully tested Rite-Hite required Lotus Notes applications
  • Company owned iPad, with complete AirWatch installation and fully loaded Rite-Hite app library
  • Company owned/provided mobile phone


Additionally, it is recommend that each Sales Coordinator spend a few weeks working out of their home District before arriving in Milwaukee. Occasionally, other Districts or Reps may be used to support these efforts.


Recommendations include:

  • Sales Calls with future Sales Partner
  • Sales Calls with other established Sales Performers
  • Service Truck Ride-A-Longs
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Milwaukee Arrival

Participants should work through Travel Rite to schedule their arrival anytime prior to the Program's Wednesday launch.


For those driving in, hotel check-in accommodations will need to be confirmed.


For those arriving by plane, in addition to the hotel check-in, flights and shuttles to the hotel will be arranged.

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Milwaukee Accomodations

Participants will stay at the Astor Hotel in downtown Milwaukee.


http://theastorhotel.com


924 East Juneau Avenue
Milwaukee, WI 53202

1-800-558-0200 or 1-414-271-4220


The furnished "studio apartment" style rooms are located in a socially active part of the city with ample access to the night life and fun offered by the city.


A short 20 - 30 commute is required to Rite-Hite and must be arranged by the participants.

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The 13 Week Program

Throughout the 13 Week Program, among other things, participants will engage with / complete:


One Word Workshop

One Word that will change your life is a powerful book by Dan Britton, Jimmy Page (no not that Jimmy Page) and Jon Gordon whereby the reader is challenged to create ONE WORD that will create a laser like focus for the upcoming year. Participants will read the book individually and be challenged with the task of creating the GROUP'S One Word for the 13 Week Program.


Go-Giver Workshop

Based on the best selling book of the same name, authors Bob Burg and John David Mann have created a modern day parable to describe how putting other's interests first and continually adding value to their lives can ultimately lead to unexpected success. Throughout the 13 week course we dive into various "lessons" centered around the The Five Laws of Stratospheric Success revealed in the book:

  1. The Law of Value
  2. The Law of Compensation
  3. The Law of Influence
  4. The Law of Authenticity
  5. The Law of Receptivity


Fish! Philosophy Workshop

The Fish! Philosophy, modeled after the Pike Place Fish Market, is a technique to make individuals alert and active in the workplace. Based on the documentary film and book by John Christensen, this philosophy emphasizes four interconnected practices which work to improve organizational culture:

  1. Choose Your Attitude
  2. Play
  3. Be There
  4. Make Someone's Day


Book Reviews / Reports

Go-Givers Sell More applies the Go-Giver's Five Laws of Stratospheric Success directly to the sales process and is an instrumental tool in developing deep dives into this process but interpersonal relationships as well.


How I Raised Myself from Failure to Success in Selling by Frank Bettger is a timeless sales classic and is often times required reading for everyone in the Program.


Other titles (Seven Habits of Highly Effective People, I Dare You, Whoever Tells the Best Story Wins, and others) may be selected throughout the Program.


The Dale Carnegie Course

Program participants also attend the world famous Dale Carnegie Course, one of the only organizational communication training programs that is proven to increase effectiveness by boosting engagement levels.


Participants will be able to:

  • Strengthen interpersonal relationships
  • Manage stress and handle fast-changing workplace conditions
  • Develop effective communication skills
  • Perform as a persuasive communicator, problem-solver and focused leader
  • Develop a take-charge attitude to initiate with confidence and enthusiasm


Rite-Hite 5 Star Sales Academy

Program participants will complete a bonafide Star 1 and Star 2 session, as well as modified Star 5 session.


Within these programs, participants will visit:

  • Rite-Hite Corporate Headquarters
  • Rite-Hite Horn Lake, MS
  • Rite-Hite Dubuque, IA
  • Rite-Hite Peosta, IA
  • Rite-Hite Technical Training Center


Homecoming Week

Usually in the later half of the Program, participants will return to their "home" territories for a week. While the schedule is left to be defined by the Sales Manager / Principal, events should include:

  • Securing residence for Program completion
  • Sales Calls with future Sales Partner
  • Sales Calls with other established Sales Performers
  • Territory Business Planning with Sales Manager
  • Review of Program to date with Sales Manager


President's Dinners

In addition to having access to multiple social opportunities, each Sales Coordinator Class is given the opportunity to have a "private" dinner with the President of Rite-Hite, the President of Distribution and each Material Handling Group President.


Individual and Group Development Standards

As part of the "doing", participants are responsible for working individually and as a team to schedule and complete training standards while in Milwaukee. These standards include a majority of the meetings and sessions the group needs to schedule with various Rite-Hite Resources as well as the individual "sign-offs" that must be achieved while in Milwaukee and total in excess of 300 hours of training.


Too long to list here, each Operating Company has created an outline of "appointments" that must be secured. Topic specific, the content of these appointments ranges from shadowing a CSR, to product introductions to deeper application sessions and the like.


Mentor Sessions

Each participant is partnered with a Rite-Hite mentor with whom they are required to schedule time every other week. The conversations can be formal and work related or casual in nature. The key is that they have someone to go to within the organization who can be a resource, a sounding board and a support mechanism.