UniFirst Corporation - Sales Training or Education Professional of the Year

Company: UniFirst Corporation, Wilmington, MA
Company Description: Headquartered in Wilmington, Mass., UniFirst Corporation is a leading provider of customized work uniform programs, corporate attire, and facility service products to businesses throughout North America. With 260 service locations, over 300,000 customer locations, and 14,000 employee Team Partners, the company outfits nearly 2 million workers each business day.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Training or Education Professional of the Year

Nomination Title: Alexander Clark

Alex has made considerable contributions to UniFirst through leading the Training and Development Program fora NEW company sales groupcalled the Customer Development.

The Customer Development Representative (CDR) role within the group was developed to bring in additional revenue by examining existing customers, their external vendors, and offering solutions for streamlining and reducing the number of vendors and creating greater efficiencies.

Alex joined the group as it’s only Sales Trainer in December 2019, and since then, the group’s performance really took off. Alex worked hard to review, refine, and redesign its entire training program. The results were amazing, with a significant increase in sales.

Under Alex, the basis of the updated Sales Training Education Program, or STEP, focused more on customer service, site surveys/location tours, and leveraging the company’s cost analysis program to gain valuable insights for viewing invoices and the misc. indirect vendor spend charges.

Alex’s change in training direction in less than three years led to a record number of CDRs (35%) who achieved President’s Club for 2021, the company’s sales incentive program.

This is especially impressive considering this all happened during the COVID-19 pandemic.

A few notable achievements include:

Onboarded and trained over 300 Customer Development Reps
Redesigned Training Program in under 6 months
Promoted Sales and unique prospecting techniques during COVID-19 pandemic
Stepped up as lead CDR Sales Trainer when Product Training Manager resigned
Create CDR Support material leveraging Sales Enablement
Guided our CDRs through the change of selling environment during COVID-19
Launched UniFirst Branded Hand Care Program to the field during COVID-19

These achievements are significantbecause:

During the pandemic, the CDR Sales supplemented UniFirst's Outside Sales Rep revenue (which was reduced during work shutdowns)
Off-site CDR training Programs needed to be coordinated to improve learning and increase CDR morale
Created STEP – Sales Training Education Program that combines Sales Tools and Techniques, leveraging Sales Enablement and Customer Service to develop and Train CDRs
Alex's predecessor only launched training sessions already created for Outside Sales Repand not customized to the CDR
Onboarded, trained and supported 300 CDRs in his tenure
CDRs contributions were a key factor in continuing UniFirst Sales growth during COVID-19
UniFirst Branded Hand-Care Program (which included hand soaps and sanitizers) became the most sold Facility Service Product by CDRs in 2020

Attachments of supporting materials and relevance:

1. STEP training resources: Power Points, Exercises, Videos, Program Overview and Sales Enablement site page. The STEP training resources were all created by Alex Clark and reflect the program he created and implemented.
2. Recommendations from Executives, Managers, and the Reps that Alex trains. We are providing this to show the perspective and impact others have had from Alex’s training programs.
3. Working Remotely During COVID video. This video reflects the Sales strategy adjustments implemented by training to maintain success during the pandemic.
4. Employee of the Year Nomination is provided to reflect his work ethic and character that he contributes to UniFirst.
5. UniFirst Hand Care PowerPoint and Purell Surface Sprayer video reflect the products that Alex rolled out during the pandemic when we did not have a Product Manager.
6. End of Year numbers PowerPoint and End of Fiscal year reports show the Customer Development Representatives growth and excelled success since 2019 and supports the effectiveness of Alex’s programs.