Transcript It Has Been Proven Ted Marx Was An Outstanding Salesman For

It Has Been Proven Ted Marx
Was An Outstanding Salesman
For STK For 18 Years
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1980 - 1987
1980
1
1981
2
1982
1983
1984
1985
1986
1987
1988
– “He is the ultimate”
“This is a premier salesman. No one better.”
“Ted knows what it takes to be a successful
salesman and in that arena, he is a ‘super
star.’ ”
“This is a salesman that all other sales reps
in the District look up to. He is respected
and admired by all.”
“No other sales rep in this District
understand the products as well as Ted.”
1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000
3
4 is 5no one within this
6 District
7
8 nor no 9
10
“There
one I know of that possesses the degree of
control over his territory and accounts than
does Ted.”
“He is the ultimate.”
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988
– “Excellent”
“Performance – excellent.
Continues to excel”
“Sold all Product Lines.”
1980
1
1981
1982
1983
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
“This is a premier salesman. No one better.”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“No other sales rep in this District understand the
products as well as Ted.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
1987
1988
1989
3
1990
4
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1989
“Performance – excellent.
Continues to excel”
“Sold all Product Lines.”
1980
1
1981
1982
1983
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Higher revenue & margin than
district average.”
“Product knowledge is excellent –
no one better in the District.”
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
“This is a premier salesman. No one better.”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“No other sales rep in this District understand the
products as well as Ted.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
– “No one better”
1987
1988
1989
3
1990
4
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
“Sold all Product Lines.”
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Ted’s accomplishments were
exceptional.”
“Ted closed the largest order in my
history with the District … at
exceptionally profitable levels.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
“Higher revenue & margin
than district average.”
“Product knowledge is
excellent – no one better
in the District.”
1980
1
1981
1982
1983
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
“This is a premier salesman. No one better.”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“No other sales rep in this District understand the
products as well as Ted.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
– “Exceptional”
1990
“Performance – excellent.
Continues to excel”
1987
1988
1989
3
1990
4
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991
– “Second to None”
“Performance – excellent.
Continues to excel”
“Sold all Product Lines.”
CONSISTENTLY EXCEEDS
REQUIREMENTS
1989 – “No one better”
CONSISTENTLY
“Excellent
balanced (all major
MEETS /
EXCEEDS lines) achievement.”
product
REQUIREMENTS
“Higher revenue & margin
“Ted
was Southern California’s only
than district average.”
“Product knowledge rep
is
‘balanced’
to make quota.”
excellent – no one better
in the District.”
“Ted’s sales skills are second to none
in the District.”
“Very attentive to detail.”
“Everyone I speak to has the highest
1980 1981 1982 1983 1984 1985 1986 1987 1988 1989 1990
for Ted’s interpersonal
1regard
2
3
4
communication skills.”
“Ted is an excellent negotiator.”
1980 - 87 – “He is the ultimate”
1990 – “Exceptional”
“…
truly
of his ‘Heavy
“This is
a premierdeserving
salesman. No one better.”
CONSISTENTLY
EXCEEDS
“Ted knows what it takes to be a successful salesman
Hitter’
award.”
and in that arena,
he is a ‘super star.’ ”
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“Sold all Product Lines.”
1992
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Excellent (balanced) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“He was double the District average.”
“He accomplishes virtually everything
he sets out to do.”
“Excellent balanced (all major
product lines) achievement.”
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
“Ted’s sales skills are second
to none in the District.”
“Very attentive to detail.”
“Everyone I speak to has the
highest regard for Ted’s interpersonal communication skills.”
“Higher revenue & margin
than district average.”
“Product knowledge is
excellent – no one better
in the District.”
1980
1
1981
1982
1983
“Ted is an excellent negotiator.”
“… truly deserving of his ‘Heavy
Hitter’ award.”
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
1987
1988
1989
1990
3
4
1990 – “Exceptional”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
– “Highest Revenue”
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Excellent balanced (all major
product lines) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“Sold all Product Lines.”
1994
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
1
1982
1983
“He was double the District average.”
“He accomplishes virtually everything
he sets out to do.”
“… his active participation in
“Everyone I speak to has the
has a way of getting to
highest regard formeetings
Ted’s interpersonal communication skills.”
the
crux of issues that everyone in
“Ted is an excellent
negotiator.”
“… truly deserving of his ‘Heavy
Hitter’ award.” the District benefits from.”
“Very attentive to detail.”
“Product knowledge is
excellent – no one better
in the District.”
1981
– “Everyone benefits”
“Ted’s sales skills are second
to none in the District.”
“Higher revenue & margin
than district average.”
1980
“Excellent (balanced) achievement.”
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
1987
1988
1989
1990
3
4
1990 – “Exceptional”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Sold all Product Lines.”
“Excellent (balanced) achievement.”
“Ted had the highest revenue production
1996
– “Key contributor”
per expense dollar in the District.”
“Excellent balanced (all major
product lines) achievement.”
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
“Ted’s sales skills are second
to none in the District.”
“Very attentive to detail.”
“Everyone I speak to has the
highest regard for Ted’s interpersonal communication skills.”
“Higher revenue & margin
than district average.”
“Product knowledge is
excellent – no one better
in the District.”
1980
1
1981
1982
1983
“Ted is an excellent negotiator.”
“… truly deserving of his ‘Heavy
Hitter’ award.”
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
1987
1988
“He was double the District average.”
“He accomplishes virtually everything
sets out tothe
do.”
“Tedhesells
entire product line.”
“Ted has
been, is currently
1994 –always
“Everyone Benefits”
his active
participation in
and (I“…meetings
am
confident)
will always be
has a way of getting to the
of issues that everyone in the
a keycrux
contributor
to the success
District
benefits from.”
of the District.”
1989
1990
3
4
1990 – “Exceptional”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
1991
5
1992
1993
1994
1995
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Excellent balanced (all major
product lines) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“Sold all Product Lines.”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
“Ted’s sales skills are second
to none in the District.”
“Very attentive to detail.”
“Everyone I speak to has the
highest regard for Ted’s interpersonal communication skills.”
“Higher revenue & margin
than district average.”
“Product knowledge is
excellent – no one better
in the District.”
1
1981
1982
1983
“Ted is an excellent negotiator.”
“… truly deserving of his ‘Heavy
Hitter’ award.”
1984
“He was double the District average.”
1997
– “Outstanding
“He accomplishes virtually everything
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
1989 – “No one better”
1980
“Excellent (balanced) achievement.”
1985
1986
2
1980 - 87 – “He is the ultimate”
1987
1988
he sets out to do.”
“An outstanding
year for Ted.”
1994 – “Everyone Benefits”
“… his active participation
in
“His relentless
work
in two tough
meetings has a way of getting to the
crux of issues that everyone in the
accounts
over
District benefits
from.”the years made it
possible.”
1989
1990
3
4
1990 – “Exceptional”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
Year”
1991
1992
1993
1994
1995
5
1996 – “Key Contributor”
“Ted sells the entire product line.”
“Ted has always been, is currently
and (I am confident) will always be
a key contributor to the success
of the District.”
6
1996
7
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
1997 – “Outstanding Year”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“An outstanding year for Ted.”
“Excellent balanced (all major
product lines) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
“He was double the District average.”
“Sold all Product Lines.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
1980
1
2000
“Excellent (balanced) achievement.”
“His relentless work in two to ugh accounts
over the years made it possible.”
– “The Best of the Best”
“He accomplishes virtually everything
he sets out to do.”
“Ted’s sales skills are second
CONSISTENTLY
EXCEEDS
to none in the District.”
1994 – “Everyone Benefits”
“Very attentive to detail.”
REQUIREMENTS
“Everyone
I
speak
to
has
the
“Higher revenue & margin
“… his active participation in
highest regard for Ted’s interthan district average.”
has a way of getting to the
“Ted
is recognized
by meetings
his
customers
personal communication
skills.”
crux
of issues
that everyone in theas an
“Product knowledge is
District
benefits
from.”
“Ted
is
an
excellent
negotiator.”
excellent – no one better
outstanding provider of solutions.”
in the District.”
“… truly deserving of his ‘Heavy
Hitter’ award.”
“He is a ‘Heavy Hitter’ at StorageTek.”
“He has overwhelming customer
loyalty from some of StorageTek’s largest
1981 1982 1983 1984 1985 customers.”
1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996
2
4
5
7
“His peer group 3considers
Ted as ‘the 6
best of the best’ of salespersons and
valued member
of sales1996
organization.”
1980 - 87 – “He is the ultimate”
1990 – “Exceptional”
– “Key Contributor”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
“Ted sells the entire product line.”
“Ted has always been, is currently
and (I am confident) will always be
a key contributor to the success
of the District.”
1997
8
1998
1999
9
2000
10
2001
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
1997 – “Outstanding Year”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“An outstanding year for Ted.”
“Sold all Product Lines.”
2001
1989 – “No one better”
“Excellent (balanced) achievement.”
– Rating: 3.12 of 4.0
“Excellent balanced (all major
product lines) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
“He was double the District average.”
“He accomplishes virtually everything
he sets out to do.”
“His relentless work in two to ugh accounts
over the years made it possible.”
2000 – “The Best of the Best”
CONSISTENTLY EXCEEDS
REQUIREMENTS
“Ted
achieved his goals.”
“Ted’s sales skills are second
“Ted is recognized by his customers as
to none in the District.”
an outstanding provider of solutions.”
1994 – “Everyone
Benefits” for
“Ted
always
shows complete
respect
“Very attentive
to detail.”
“He is a ‘Heavy Hitter’ at StorageTek.”
“Everyone I speak to has the
“Higher revenue & margin
“… his active participation in
has overwhelming customer
his regard
customers,
and STK
co-workers, and “He
highest
for Ted’s interthan district average.”
meetings has a way of getting to the
loyalty from some of StorageTek’s
personal communication skills.”
crux of issues that everyone in the
largest customers.”
“Product knowledge is
values
the
opinions and
viewpoints
of
District benefits
from.”
“Ted
is an excellent
negotiator.”
excellent – no one better
“His peer group considers Ted as ‘the
in the District.”
“… truly deserving of his ‘Heavy
best of the best’ of salespersons and
all.”award.”
Hitter’
valued member of sales organization.”
“Ted is absolutely honest with everyone
and accepts responsibility for problems
that might come up. He meets his
1980 1981 1982 1983 1984 1985 commitments.”
1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001
1
2
3
4
5
6
7
8
9
10
“Ted works to build a real sense of
partnership with his customers and to
1980 - 87 – “He is the ultimate”
1990 – “Exceptional”
1996 – “Key Contributor”
deliver solutions
that meet
and exceed
“This is a premier salesman. No one better.”
“Ted sells the entire product line.”
CONSISTENTLY
their needs…”
EXCEEDS
“Ted knows what it takes to be a successful salesman
“Ted has always been, is currently
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
and in that arena, he is a ‘super star.’ ”
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
and (I am confident) will always be
a key contributor to the success
of the District.”
TED Marx's E X C E L L E N T E M P L O Y E E E V A LU AT I O N S
1988 – “Excellent.”
1991 – “Second to None”
1992 – “Highest Revenue”
1997 – “Outstanding Year”
“Performance – excellent.
Continues to excel”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
CONSISTENTLY EXCEEDS
REQUIREMENTS
“An outstanding year for Ted.”
“Excellent balanced (all major
product lines) achievement.”
“Ted had the highest revenue production
per expense dollar in the District.”
“Ted was Southern California’s
only' balanced’ rep to make
quota.”
“He was double the District average.”
“Sold all Product Lines.”
1989 – “No one better”
CONSISTENTLY
MEETS /
EXCEEDS
REQUIREMENTS
1980
1
1981
1982
1983
“Everyone I speak to has the
highest regard for Ted’s interpersonal communication skills.”
“Ted is recognized by his customers as
an outstanding provider of solutions.”
“He is a ‘Heavy Hitter’ at StorageTek.”
“… his active participation in
meetings has a way of getting to the
crux of issues that everyone in the
District benefits from.”
“Ted is an excellent negotiator.”
“He has overwhelming customer
loyalty from some of StorageTek’s
largest customers.”
“His peer group considers Ted as ‘the
best of the best’ of salespersons and
valued member of sales organization.”
“… truly deserving of his ‘Heavy
Hitter’ award.”
1984
1985
1986
2
1980 - 87 – “He is the ultimate”
1987
1988
1989
1990
3
4
1990 – “Exceptional”
“Ted knows what it takes to be a successful salesman
and in that arena, he is a ‘super star.’ ”
CONSISTENTLY
EXCEEDS
REQUIREMENTS
“This is a salesman that all other sales reps in the
District look up to. He is respected and admired by all.”
“Ted’s accomplishments
were exceptional.”
“No other sales rep in this District understand the
products as well as Ted.”
“Ted closed the largest order
in my history with the
District … at exceptionally
profitable levels.”
“This is a premier salesman. No one better.”
“There is no one within this District nor no one I know
of that possesses the degree of control over his
territory and accounts than does Ted.”
“He is the ultimate.”
CONSISTENTLY EXCEEDS
REQUIREMENTS
1994 – “Everyone Benefits”
“Very attentive to detail.”
“Product knowledge is
excellent – no one better
in the District.”
2000 – “The Best of the Best”
“He accomplishes virtually everything
he sets out to do.”
“Ted’s sales skills are second
to none in the District.”
“Higher revenue & margin
than district average.”
“His relentless work in two to ugh accounts
over the years made it possible.”
“Excellent (balanced) achievement.”
1991
1992
1993
1994
1995
5
1996 – “Key Contributor”
6
1996
7
1997
1998
1999
8
2000
9
2001
10
2001 – Rating: 3.12 of 4.0
“Ted sells the entire product line.”
“Ted achieved his goals.”
“Ted has always been, is currently
and (I am confident) will always be
a key contributor to the success
of the District.”
“Ted always shows complete respect for his
customers, and STK co-workers, and values
the opinions and viewpoints of all.”
“Ted is absolutely honest with everyone and
accepts responsibility for problems that might
come up. He meets his commitments.”
“Ted works to build a real sense of partnership
with his customers and to deliver solutions
that meet and exceed their needs…”