Title: Agent Sales Manager
Years in position: 3
Years in channel: 7
Annual revenue responsibility: $600,000 in MRC, not contract value
Main channel goal: “I am always looking for partners who have the desire to sell within their comfort zone, but also are looking to expand their knowledge and move upstream with larger and more complex products. These types of partners are those who look to use our tools to enable them to grow and be more profitable."
Biggest challenge: “Finding partners that are willing to look for newer ways to expand and build upon what they have already developed. Telecom has changed so much in the last few years. Newer products, faster speeds and innovative software and solutions have caused this industry to change the way they do business. Recognizing this and being better educated helps the customer and the agent. I like being part of that process."
Top channel manager traits: “A top channel manager needs three things really. You need to be available when the agent base needs something answered; whether it be by phone, e-mail or IM, you need to be close by. Second, you need to be able to get questions answered quickly. I have found that even if you don't know the answer, getting the agent to the right spot, then following up to make sure the question was answered, is all the agent is looking for. And last, being an advocate or sounding board for the plight of the agent is huge. I like to think of myself as an extension of the agent. Their issues are my issues! If you can do all three, and do it in a timely fashion, you have a happy agent.
Frequent flyer miles: 75,000
Currently reading: “Rocket Men" by Craig Nelson
Favorite TV show: Still “The Sopranos"
Favorite superhero: Never bought into superheroes!
When I grew up, I wanted to be: A computer programmer (jeesh!)
What agents say about Mike:
“The best channel manager in all of telecommunications."
—Jeff Ott, President & CEO, Total Carrier Solutions Inc.
“Mike is truly interested in helping me grow my business and does not mind investing the time necessary to help me be successful."
—Bill Bird, Owner, Advanced Telecommunications