Certified Payment Processing Identifies Merchant Sales Consultants as Key to Market Growth

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In a recent public statement, Mike Hutchison, Senior Vice-President of Sales for Certified Payment Processing, has said that CPP will be devoting increased effort into developing its sales force to expand the company’s growth in the market for merchant processing equipment and service.

One of our brightest stars is a woman in upstate New York. She lives in a small town. That's her territory and she’s made as much as $22,000 in a single month.

In a recent public statement, Mike Hutchison, Senior Vice-President of Sales for Certified Payment Processing, has said that CPP will be devoting increased effort into developing its sales force to expand the company’s growth in the market for merchant processing equipment and service.

Strong Sales Team

Certified Payment Processing has a sales department of more than 500 people,” said Hutchison. “Of these, about 300 are our field representatives or what we call Merchant Sales Consultants. These MSCs are the backbone of our sales effort. They work very hard but the job is commission only and many of them start out with little or no sales experience. That’s why we put in place an infrastructure that supports our reps while they’re learning the ropes.”

The CPP infrastructure consists of several elements, including a call center where 125 call agents set up 3-5 leads for each MSC, as many as 1,200 a day. Lead generation is a daunting task for an inexperienced sales representative, so this takes a heavy burden off the MSCs shoulders for the crucial first several weeks.

Each MSC is also assigned a Team Leader, who is an experienced sales person and sales coach. The Team Leader is a combination drill sergeant and cheerleader who keeps in regular phone contact with his MSCs, providing them with leads, encouragement and advice.

“Follow the Model”

The other essential element of the CPP sales infrastructure is a model or protocol for the process of selling CPP’s service. Says Hutchison, “We have a saying, which is ‘Follow the model’ and that gets drummed into every new MSC over and over. It took a long time to develop the model but we have been using it now for a dozen years and we know it works. If an MSC puts in the hours and follows the model, he–or she–will succeed.”

Although most MSCs are male, the job is often a good fit for a woman. One of CPP’s star MSCs is a woman in upper New York who has made an astounding $22,000 in a single month. “This woman is exceptional,” comments Hutchison, “But we have more than a few MSCs who are making at least $4,000 to $5,000 monthly. Furthermore, once you reach a certain level, you’re eligible for benefits such as health insurance just like any other Certified Payment Processing employee.”

Big Business, Big Sales

Certified Payment Processing is one of the country’s leading marketers of purchase processing equipment and services. Every non-cash transaction in a store or shop requires immediate verification with a bank or credit card company. The competition for this market is lively. CPP is one of the largest U.S. companies with 40,000 active merchant accounts and $3 billion in yearly transactions.

Because telephone sales are ineffective in this field, CPP relies on its MSC sales force visiting stores and talking to owners or managers. While the company provides 3-5 leads for each MSC, the reps are expected to generate their own leads as well. “It’s essential that an MSC visit at least a dozen stores or more every day,” says Hutchison. “Sales is a numbers game and to succeed, a sales person has to call on a certain number of prospects. Fortunately, it’s not hard to find leads for what we market. Every store in the country uses payment processing of some kind. For most MSCs, their next lead is the business that’s next door to the one they just called on.”

Looking for Self-Starters

What kind of people make the best MSCs? Often, says Hutchison, it’s young people who haven’t found their “niche” yet. “What we’re looking for at CPP are people with spirit, who don’t necessarily fit into an office routine. With most jobs, the size of your paycheck is set by your employer. Not if you’re an MSC. How much you make is up to you. At Certified Payment Processing, the sky’s the limit.”

Those interested in finding out more about career opportunities at Certified Payment Processing should visit the Careers Center on the CPP website.

Certified Payment Processing (CPP) is a full-service provider of electronic payment equipment for processing purchases made by debit and credit cards, as well as checks and online purchases, in addition to a range of other specialized merchant services. For nearly 20 years, CPP has helped small and medium-sized businesses increase revenue, control costs, improve efficiency, enhance processing security, and provide their customers with the most popular payment methods. With three sales entities—TransTech Merchant Group, ISIS Direct and Summit Merchant Solutions—CPP has more than 40,000 active merchants and transactions in excess of $3 billion. CPP has a support staff of 330 people to provide assistance to hundreds of field sales representatives across the country, and is headquartered just outside of Dallas, Texas.

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Bill Prickett
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