What can y...

Question

What can you tell me about the sales culture at Ricoh?

Current Employee · Accepted Answer

The sales culture is still dominated by upper management that haven't been in the field in 20-30 years as well as a Sales Operations department that has essentially co-opted themselves as Sales leadership. The prospecting and KPI requirements are designed for a bygone era and it shows. The marketing department does NOT market - they design talk tracks (bad ones) and sales materials but there is limited to no budget for advertising, there are limited to NO inbound leads (haven't had a real one in 15 years) and marketing will frequently try to take credit for sales opportunities generated by reps in order to hit their KPI's.

There are no Business Development Reps - Account Executives are fully cycle, prospecting, maintaining and expanding. On top of this there have been severe cuts in areas of customer support so reps are also dealing with installation, billing, supply and service issues.

Sales overlays do not prospect and are not assigned to reps or teams in the services divisions. Reps are responsible for all discovery, working out the appropriate product and bringing in the appropriate overlay. The product selection is so wide and obscure this is becoming impossible.

Commissions are being cut by changing the comp plan to have impossible to hit targets.

Former Employee · Answer

Ricoh’s business is still predominantly equipment (office printers, etc.) and the associated products & services. Therefore, the sales culture is somewhat archaic, with the focus still on the calls per day, time in the office, etc., as opposed to results focussed.

There are currently many divisions with Ricoh in addition to equipment, such as Managed Services, IT Services, eDiscovery, etc., but the culture is such that each division is not inclined and/or sufficiently incentivized to refer clients for cross selling.

There have been some executive management changes/additions throughout the past year or so, but they seem to have been predominantly drawn from similarly cultured companies that unfortunately, still embrace focussing on calls per day, time in the office, etc.

Ricoh really needs some new blood and perspective at the highest level, right down to front-line management to steer the company towards it’s intended direction of becoming a technology solutions and services major player in the industry vertical.

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Anonymous Q&A

What can you tell me about the sales culture at Ricoh?