This handbook provides comprehensive guidance for Account Executives representing Gideon Codeworks. All representatives are expected to familiarize themselves with this material and adhere to the policies and procedures outlined herein.

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1. COMPANY OVERVIEW

About Gideon Codeworks

Gideon Codeworks is a web design and digital marketing agency headquartered in Cleveland, Ohio, serving small and medium-sized businesses nationwide. The company specializes in Website-as-a-Service (WaaS)—a comprehensive model that includes website development, hosting, and ongoing management under a single monthly subscription.

Value Proposition

• Reliable Partnership — Established agency with dedicated support infrastructure
• All-Inclusive Service — Hosting, updates, security, and support included in monthly pricing
• AI Integration — All websites include 24/7 AI-powered chat functionality at no additional cost
• Flexible Terms — Month-to-month service after initial contract period
• Human Support — Direct access to support personnel

Mission Statement

To provide small businesses with enterprise-quality web presence and digital marketing solutions at accessible price points.

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2. ACCOUNT EXECUTIVE ROLE

Position Overview

Account Executives (AEs) serve as the primary client-facing representatives for Gideon Codeworks. Core responsibilities include:

1. Lead Generation — Identify and qualify prospective clients
2. Relationship Development — Establish and nurture business relationships
3. Needs Assessment — Evaluate client requirements and business objectives
4. Solution Presentation — Align company services with client needs
5. Deal Closure — Secure signed agreements and initial payments
6. Client Transition — Transfer closed accounts to production team

Scope Limitations

Contractor Status

Account Executives operate as Independent Contractors, not employees. This classification entails:

• Flexible scheduling and work location
• Responsibility for self-employment taxes
• Permission to maintain other business relationships (excluding direct competitors)
• No entitlement to employee benefits (health insurance, PTO, retirement, etc.)
• Performance-based compensation

Performance Benchmarks

While no mandatory quotas exist, successful representatives typically maintain the following activity levels:

Activity	Daily Target	Weekly Result
Prospecting	1-2 hours	100+ contacts identified
Outreach	20-30 contacts	10-15 conversations
Meetings	2-3 scheduled	10-15 conducted
Closed Deals	—	2-4

Note: Initial ramp-up period typically requires 2-4 weeks for new representatives.

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3. COMPENSATION STRUCTURE

Commission Rates

Example Calculation

Team Override Commissions

Upon closing ten (10) verified deals, representatives become eligible to recruit additional AEs and earn override commissions:

Level	Relationship	Override Rate
1	Direct Recruit	5% of monthly recurring
2	Second Generation	3% of monthly recurring
3	Third Generation	2% of monthly recurring

Override rates apply to collected monthly recurring revenue, not commission amounts.

Payment Schedule

• Commissions are calculated on collected revenue only
• Payment date: 15th of each month for prior month's collections
• Payment methods: Direct deposit or check
• Minimum payout threshold: $50 (amounts below threshold roll forward)

Commission Reference Table

Package	Setup Commission	Monthly Commission	Year 1 Total
Landing Page	$60	$10	$180
Starter WaaS	$149	$42.50	$659
Growth WaaS	$209	$50.50	$815
Domination WaaS	$299	$59.80	$1,017
Growth + Social + SEO	$209	$150	$2,009

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4. PRODUCTS & SERVICES

All packages include AI chatbot functionality

Landing Page — $199 setup + $49.99/month

• Single-page design, mobile responsive
• Contact form integration
• Hosting and SSL included
• Target market: New ventures, simple service businesses

Starter WaaS — $497 setup + $212.50/month (24-mo) or $250/month (12-mo)

• 5-page website
• Mobile responsive design
• Contact form integration
• SEO-optimized structure
• Monthly maintenance and security updates
• Target market: New businesses, straightforward service providers

Growth WaaS — $697 setup + $252.50/month (24-mo) or $297/month (12-mo)

• 10-page website
• Advanced form functionality
• Blog integration
• Weekly maintenance updates
• Priority support access
• Target market: Growing businesses, content-focused organizations

Domination WaaS — $997 setup + $299/month (24-mo) or $349/month (12-mo)

• Unlimited pages
• Custom feature development
• E-commerce ready infrastructure
• Blog and CMS integration
• Daily monitoring
• 24/7 support availability
• Target market: Established businesses, complex requirements

One-Time Development Projects

Tier	Price	Pages	Post-Launch Support
Starter	$2,497	5	30 days
Growth	$3,497	10	60 days
Domination	$4,997	Unlimited	90 days

Digital Marketing Services

Service	Monthly Fee	Representative Commission
Social Media Management	$250	$50
Google Ads Management	$297 + ad spend	$59.40
Organic SEO	$497	$99.40
SEO Growth Package	$997	$199.40

Branding Services

Service	Price	Representative Commission
Logo Design	$497	$149
Brand Identity Kit	$1,297	$389
Complete Brand System	$2,497	$749

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5. SALES METHODOLOGY

Phase 1: Prospecting

Lead Sources:

• Search engine queries: "[location] + [business type]" — identify businesses with inadequate web presence
• Local business groups on social platforms
• LinkedIn professional networking
• Client referrals
• Industry networking events
• Business networking organizations (BNI, chambers of commerce)

Qualification Criteria:

• No existing website
• Outdated or poorly functioning website
• Non-mobile-responsive design
• Limited online presence beyond social media
• Competitors with superior web presence

Phase 2: Initial Contact

Telephone Script:

Email Template:

Phase 3: Discovery

Essential Questions:

1. "Does your business currently have a website?"
2. "What are your primary customer acquisition channels?"
3. "What challenges do you face with your current online presence?"
4. "Have you worked with web development companies previously?"
5. "What would an ideal website accomplish for your business?"

Phase 4: Presentation

Present solutions aligned with identified needs. Key differentiators to emphasize:

• AI chatbot included at no additional cost
• Comprehensive service (client focuses on core business)
• Month-to-month flexibility after initial term
• Direct support from company personnel

Phase 5: Objection Management

Objection	Response Strategy
"Price is too high"	"What is the lifetime value of a new customer? If this generates one additional customer monthly, does the ROI justify the investment?"
"Need time to consider"	"Certainly. What specific aspects require consideration? I may be able to provide clarification."
"Can use DIY platforms"	"That's an option. The question becomes whether your time is best spent managing a website or operating your business."
"Know someone who can do it"	"Will they provide ongoing support? Will they be available if issues arise at critical times?"
"Previous negative experience"	"That's precisely why our service includes month-to-month terms after the initial period. We maintain accountability."

Phase 6: Closing

Trial Close: "Does this solution address your requirements?"

Assumptive Close: "Excellent. Let's proceed with setup. I'll need a few details..."

Scheduling Follow-up: "When would be an appropriate time to reconnect—Thursday or Friday?"

Phase 7: Transition to Production

Post-signature process:

1. Log transaction in CRM system
2. Collect client intake information
3. Notify production team
4. Send client welcome communication
5. Proceed to next opportunity

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6. SYSTEMS & RESOURCES

CRM Platform

All representatives have access to the company CRM system. Required usage includes:

• Logging all leads and prospects
• Maintaining pipeline records
• Documenting conversation notes
• Monitoring commission status
• Processing deal handoffs

Communication Infrastructure

• Email: Personal email or company-provided @gideoncode.com address
• Phone: Personal device
• Video Conferencing: Company-provided Zoom access
• Internal Communication: For management inquiries and escalations

Sales Documentation

Available at gideoncode.com/aedocs (credentials provided post-contract):

• Sales Playbook
• Pricing Reference Guide
• Commission Calculator
• Client Onboarding Checklist
• Presentation Outline

Client-Facing Resources

Resource	URL
Company Website	gideoncode.com
Services & Pricing	gideoncode.com/services
Portfolio	gideoncode.com/portfolio
Client Intake Form	gideoncode.com/get-started

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7. PROFESSIONAL STANDARDS

Required Behaviors

• Maintain honesty and transparency in all communications
• Present professional appearance appropriate to context
• Honor all scheduled appointments
• Follow through on all commitments
• Acknowledge knowledge limitations ("I'll research that and follow up")

Prohibited Behaviors

Authorized Claims

Permitted Statements:

• "We build professional websites"
• "Hosting, updates, and security are included"
• "Ongoing support is provided"
• "All websites include AI chatbot functionality"
• "Month-to-month terms apply after initial contract"

Prohibited Statements:

• Specific search ranking guarantees
• Lead volume guarantees
• Revenue increase projections
• ROI guarantees
• Features not included in standard packages

Pricing Authority

• Standard pricing only; no unauthorized modifications
• Discount requests require management approval
• Never negotiate below published rates without authorization

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8. COMMUNICATION PROTOCOLS

Response Time Requirements

Channel	Maximum Response Time
Prospect Inquiry	4 hours (business hours)
Client Question	24 hours
Internal Communication	24 hours

Escalation Criteria

Escalate to management when:

• Pricing exceptions are requested
• Client dissatisfaction occurs
• Technical questions exceed representative knowledge
• Deal value exceeds $5,000
• Any situation raising concerns

Email Signature Format

Social Media Guidelines

When referencing Gideon Codeworks publicly:

• Maintain professional tone
• Avoid unsubstantiated claims
• Protect confidential information
• Seek approval when uncertain

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9. ISSUE RESOLUTION

Cancellation Requests

1. Remain professional
2. Document reason for cancellation
3. Escalate to management if issue is resolvable
4. Process cancellation professionally if client confirms
5. Note: Recurring commissions cease; no clawback on past payments

Payment Issues

Situation	Action
Initial payment failure	Contact client per production notification
Recurring payment failure	System retries automatically; may require follow-up
Disputed charge	Escalate to management immediately

Production Concerns

If client expresses dissatisfaction during production:

1. Document the specific concern
2. Acknowledge client frustration
3. Escalate to management as appropriate
4. Maintain client communication
5. Maintain professional relationships with internal teams

Scope Creep

• Minor clarifications: Handle within normal scope
• Additional features/pages: "That would require the [higher tier] package"
• Uncertain situations: Escalate to management

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10. TEAM DEVELOPMENT

Eligibility Requirements

Recruitment privileges unlock after closing ten (10) verified deals.

Override Structure

Percentage of recruited representatives' monthly recurring revenue:

• Level 1 (direct recruit): 5%
• Level 2 (second generation): 3%
• Level 3 (third generation): 2%

Recruitment Guidelines

• Prioritize personal sales performance before recruitment
• Seek candidates with sales experience or established networks
• Establish clear expectations regarding commission-only compensation
• Demonstrate personal results as proof of concept
• Provide guidance and mentorship

Team Leader Responsibilities

• Assist with new representative training
• Provide responsive support for questions
• Share effective strategies and techniques
• Maintain accountability standards
• Escalate issues to management as needed

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11. FREQUENTLY ASKED QUESTIONS

Q: What is the typical timeline for closing an initial deal?
A: Most representatives close their first deal within 2-4 weeks. Timeline varies based on activity volume and prior experience.

Q: Are there geographic restrictions on sales territory?
A: No. The company serves clients nationwide without territory limitations.

Q: How are non-standard client requests handled?
A: Contact management. Accommodation may be possible, or an explanation will be provided.

Q: Is technical expertise required?
A: No. Product knowledge is necessary; technical implementation knowledge is not.

Q: Can existing website owners be prospects?
A: Yes. Many clients are website rebuilds. Poor existing sites represent opportunities.

Q: Can I sell to friends and family?
A: Yes, though family member sales require prior management approval for commission eligibility.

Q: What happens during extended time away?
A: As an independent contractor, scheduling is flexible. Recurring commissions continue as long as clients remain active.

Q: What support exists for underperformance?
A: While no mandatory quotas exist, management provides coaching and support for representatives seeking assistance.

Q: Can personal marketing materials be used?
A: All marketing materials require management approval prior to use.

Q: How are commission balances monitored?
A: The CRM dashboard displays current and pending commission information.

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12. REFERENCE GUIDE

Key Resources

Resource	URL
Company Website	gideoncode.com
Services & Pricing	gideoncode.com/services
Portfolio	gideoncode.com/portfolio
AE Documentation	gideoncode.com/aedocs
CRM System	Provided upon onboarding

Commission Quick Reference

Daily Activity Checklist

• Complete 1-2 hours of prospecting
• Execute 20-30 outreach attempts
• Follow up on pending conversations
• Document all activity in CRM
• Monitor for incoming leads/inquiries

Weekly Activity Checklist

• Review pipeline status
• Follow up on pending proposals
• Review commission reports
• Plan upcoming week's activities

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ACKNOWLEDGMENT

By receiving this handbook, the representative acknowledges:

• Review and understanding of all contents
• Agreement to adhere to stated guidelines and policies
• Understanding of independent contractor status
• Commitment to professional representation of Gideon Codeworks
• Agreement to use only approved pricing and materials

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For questions regarding this handbook, contact company management.

© 2024 Gideon Codeworks. Internal use only. Distribution prohibited.