Challenges and rewards of being a "change agent" in a Telco
Emerging Technology Sales Specialist (Former Employee) – Denver, CO – December 5, 2016
I joined CTL as part of a new team focused on moving our customers toward cloud based managed voice and data services. We had the support and commitment of the COO and VP of Marketing to develop these services. My role was to support the sales organizations within a six state region, to educate and inform our teams of the benefits of these managed services and engage in direct customer meetings. One of the challenges was gaining the trust and engagement with each of the Sales managers to encourage the sales teams to shift from a traditional network and CPE sale to a MRR model. With long time relations with CPE manufacturers, resellers and business partners, these new cloud services were viewed by some as disruptive. For those teams who "got it", the rewards were Large. A multi-year contract for providing managed services on a MRR basis was much larger than the one-time commission on a router. I was blessed to have a wonderful Director and Marketing organization that was supportive of the uniqueness of each customers requirements. In late 2015 there was a major change in executive management and I noticed a shift in the enthusiasm and commitment to our program.
Great direct manager and marketing organization expertise
High sales rep turnover and complex comp plans which change yearly