We’re not sure if you’ve heard the news, but SMG3 recently hired a new director of inside sales to help build out our inside sales team. This is a division that we’re all very excited about growing in order to improve client experience.
We took a few minutes to sit down with our new director of inside sales, Michael Grudecki, and he started telling us his vision for inside sales. Here is what he had to say:
What, in your opinion, makes a successful inside sales department?
I think any successful inside sales department has a sales team that is less focused on simply getting the sale and more focused on enhancing the client experience. Asking questions and identifying client pain-points early on in the process is critical to making the right recommendations for a full mobile solution. When we focus on listening to what the client needs instead of pushing a product, we can build that client relationship and build trust, which is critical to the success of any sales team. I also think that a successful inside sales department will work well with all other departments in the company to hone in on our message and offer all services that would benefit a customer.
How would you like to see the customer’s relationship with SMG3 evolve?
Ultimately, what I’d like to see us do is build a strong relationship with our clients and become more than just their mobile device provider. I’d like to see us become their trusted technology advisors. It would be ideal if our clients saw us as people they go to for advice on how to use technology to streamline their business. I’d like to see SMG3 not only set the bar as a mobile solution provider, but raise it.
What are some qualities you like to see in your sales reps?
I think industry knowledge is incredibly important, but we’re also looking for people who understand that it’s about more than just selling devices. We’d like to see sales reps who recognize that we’re selling a full end-to-end solution and do everything they can to learn the ins and outs of the company and industry in order to make the best recommendations to our customers. I also like to see people who are able to communicate effectively with multiple types of personalities and who are always looking to raise the bar on personal performance.
If there is an interested candidate reading this post, what criteria are you looking for and how do they submit a resume?
We’re looking for people with two-three years of experience in professional AIDC or barcode solutions with experience building and generating a sales pipeline. The right candidate will have knowledge of Salesforce.com or similar CRM software and be able to develop strong business relationships. We’d like to see someone come in with a “hunter” personality who has a “losing-is-not-an-option” philosophy. If you’d like to apply, submit your resume and a brief cover letter to our HR department at: firstname.lastname@example.org.