PAETEC

Company: PAETEC, Rochester, NY
Company Description: PAETEC (NASDAQ: PAET) is personalizing business communications for medium-sized and large businesses, enterprise organizations and institutions across the United States. We offer a comprehensive suite of voice, data, and IP services, as well as enterprise communications management software, network security solutions, CPE, and managed services. For more information, visit www.paetec.com.
Nomination Category: Individual Awards Categories
Nomination Sub Category: Best Sales Trainer

Nomination Title: Dan Reinbold, Vice President of Training

1. Tell the story about what this nominee achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Dan Reinbold was hired by PAETEC in June 2000 to run and mold the training
department. As the director of training, he has made an impact on the company,
from initial audits and assessments of the training environment to today, where
Reinbold has built an efficient training machine.

Reinbold had an understanding and vision of where he wanted to take PAETEC’s
sales force and it was only a matter of putting his thoughts into motion. He
took programs that were initially created for managers and made them accessible
to new hire sales trainees. He posed questions that made trainees think about
the mechanics of a sale and not just dollar figures. What is it about the
products that makes them important? Are the pieces that make up the finished
product the key selling point or do the features and advantages sell?

Reinbold needed a course of study to train incoming sales people to ensure they
gained the best possible understanding of best sales practices. Initially, as a
team of one, the sales trainer successfully created and implemented the PAETEC
Sales Technology (PST), Train the Trainer classes, PAETEC Management Training
(PMT), Best-practices Audit Team (BAT) and established regional trainers.

PAETEC Sales Technology: Reinbold adapted his knowledge of sales to the telecom industry and created this sales manual. It’s a complete blueprint for being a successful sales person in the telecom industry.

Train the Trainer: These classes are another step forward for trainers. Each
trainer develops a presentation and gets critiqued shortly following. This
allows them to understand what faults they may have and to correct them in an
open atmosphere.

PAETEC Management Training: Managers need training just as much as staff need training. This training gives managers the steps to hiring the right people to fill positions and teaches them overall best management practices.

Best-practices Audit Team: Reinbold needed a way to gauge the success and
shortcomings of his training applications so he created BAT. It’s an in-depth
assessment of how any sales office can understand products, systems and
procedures. Detailed feedback is then provided as reinforcement of best sales
practices. This information is then applied and taught to the team.

Regional Trainers: Reinbold developed a checklist of items that need to be
completed to ensure a successful sales appointment. He developed regional
trainers to attend appointments with sales people and to assess each person’s
step of the sales process, ultimately adding additional positive reinforcement.

In the short time that Reinbold has been with the company, he has made strides
to make sure that PAETEC sales force was not only a leader in the telecom
community, but the business community as a whole.

2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

http://www.paetec.com/media/press_releases.html#-%20PAETEC%20Named%20One%20of%2
0Top%20125%20Training%20Organizations

3. Provide a brief (up to 100 words) biography about the nominee:

Dan Reinbold joined PAETEC Communications in 2000 and since then has
established the sales force. As the director of training, he has taken his
expertise to craft the minds of the company’s national sales force and helping
the company to become a $1 billion+ dollar entity. From the programs he has
created to the manuals and assessments, Reinbold ensures that his staff has the
tools they need to be successful. He is very engaging and leaves a lasting
impact on his pupils. He helped to create PAETEC’s well-recognize d training
department.