INTRODUCTION
Over the last few years, when interviewing sales candidates for Xerox, some questions came up more often than others. The nature of these questions were usually intuitive and instinctive. While we always had answers, we realized something was missing. We needed equally intuitive and instinctive answers from a credible authority in Xerox. What better person than the President !!
In an exclusive one-on-one, we talked with Cam Hyde in search of answers to those often asked questions. The honest eloquence of his response, reproduced below, will provide very valuable insight to those looking for a career at Xerox.
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An interview with
CAM HYDE
President, Xerox Canada.
Excalibur (Esmond D'Cunha): Cam, thank you for taking the time to respond to these questions often asked by candidates looking at Xerox for a sales career. Getting a perspective, right from the top, will be invaluable.
Q. I am looking for a sales career that is right for me. Why should I consider Xerox?
Cam: Many reasons ... some of which as follows:
Learning - Xerox has a great reputation for developing its people. We offer incredible opportunities to build on your existing talents allowing you to invest in your future.
Earning - We offer competitive pay because we understand that this is critical to attracting and retaining the exceptional people who drive Xerox' business.
Recognition - Awards, bonuses, trips - you'll know when you've done well.... and so will we !!!
People - The atmosphere is engaging, fast-paced, results-oriented and people driven. Our people create that environment and thrive within it.
Growth - As a growing company, we are continually creating interesting and challenging opportunities for our employees.
Q. What must I have demonstrated for Xerox to seriously look at me?
Cam: Consistent, successful, committed performance. We look for bright, driven people who have continually excelled in their past endeavours.
Q. What characteristics have Xerox noted in their top sales people?
Cam: Our top sales people are competitive, results-oriented, driven people who accept nothing but the best from themselves and those around them. They work hard to meet the multiple demands of their lives. They demonstrate their leadership within Xerox and the marketplace. They take responsibility for their performance, setting their goals high and often over achieving them.
Q. What can I expect to make (T4) in my first year with Xerox?
Cam: It depends on your level of experience and performance but the pay is based on your success - you decide how much you are going to over achieve.
Q. I have heard Xerox sales training is excellent. What makes it so good?
Cam: I believe it is two things....
The first is our passion for our customer and finding a way to help our customers do things better. Our Sales Education continuously builds on how to help our customers be more successful.
Secondly, the education doesn't stop with the classroom. Our management team has proven
their leadership in our marketplace and they coach and support our sales people continually to success. As well, our e-learning offerings ensure you have access to on-going personal development when and where you want to learn.
Q. From your perspective, how can I best prepare myself for my first interview with Xerox?
Cam: We believe that past performance is a very good predictor of future performance. Be prepared to tell us how your skills, knowledge and experience have made you successful in the past, and how they would bring you and Xerox success if we were to hire you.
Q. You have seen 5 candidates before me, probably will see 5 candidates after me - how can I clearly stand out as the candidate of your choice?
Cam: Again, if you are the candidate we are looking for, your past demonstration of success will ensure you stand out.
Excalibur: Thanks again Cam. I firmly believe candidates who can confidently and honestly relate to what you have stated so eloquently, will be good strong candidates for Xerox.
