Michael A. Narus

Manage 4 field teams and 1 New Hire development team supporting our national sales force. Since coming into this role in January of 2012 there have been many changes in our industry and company. As Ricoh transform to a services led organization I have had to make adjustments to our curriculum to match the company/industry trends and goals. From our new hires to tenured reps we have updated training programs, material and delivery methods. Most companies in our industry “purchase” companies to become services led and Ricoh has confidence in my abilities to transform our sales force to services led professionals. Some of my accomplishments in this role are:
• Developed and deployed a commercial sales rep learning continuum to replace the previous 8-week Fast Track program for new hires. Now all sales reps at Ricoh have a learning continuum aligned with their sales role no matter what their tenure is.
• Developed and deployed various classes to support the transformation of our sales teams to better understand Ricoh’s offerings and the technology behind our solutions/services portfolio. Examples of classes are “Portfolio Training Initiative” and “Network Knowledge for Sales”. This included less Power Point and more hands-on, role playing, vendor support and assessment tests for knowledge.
• Transformed my field trainers from sales skills only trainers to sales skills, product and solutions trainers. Sales trainers became CompTIA CTT+, IT for Sales and CDIA+ certified by the end of FY13
• Created the Product & Solutions team within my organization to have leads for each team and support development of my organization and our sales force.
• Because of the value I have shown that my organization plays in the successful transformation of Ricoh, my team has grown under my tenure by over 20%. Currently at 5 Sr Managers, 36 Area Development Specialist and 9 New Hire Development Specialist
• Work closely with Directors of Marketing, Leadership and Strategic development to make sure we are all in sync with our programs
• Developing reports to track KPI’s associated with a sales reps increased success after attending training classes