Shadowing Experience

Words: 764
Pages: 4
Open Document
The best way to understand something is to experience it. With that sprit in mind, I shadowed one the professional salespeople from my current company to observe an onsite sales call, and hopefully better understand the role of a salesperson. I accompanied Reese Stern, an Advanced Technology Account Executive (ATAE) from CDW. The following essay will summarize this shadowing experience
CDW is one the largest value added technology resellers in the United States. We sell just about any business related technology product you can think of, with more than 1,000 partner logos. Reese in the ATAE role, as the title implies, focuses on advanced technology. This is a subset of the total CDW portfolio, covering data center solutions like; servers, …show more content…
On the ride over I asked Reese some questions about what he likes and dislikes about his job and some the sales tools made available to him. He told me his favorite part of the job is making friends (he considers many of his customers as personal friends) and helping his customers solve problems and look good to their respective management. He told me one of his least favorite aspects of the job is if a customer is wasting his time. He gave an example of a particular customer that was always asking to go out to lunch and for tickets to events we host, but would never actually do any business with him. Regarding the question about sales tools, Reese discussed our home grown CRM and sales ordering tool called SPR. He told me that the tool is great for keeping customer contact information and notes as well as being a great tool to lookup sales orders and customers purchase history. The only thing that Reese didn’t like about the tool was its pipeline reporting …show more content…
Most of his prospecting is within his existing accounts, trying to meet new contacts or build relationship at a higher level in the organization. Additionally, he told me that one of his most successful prospecting techniques is to have Quarterly Business Reviews (QBRs) with his existing customers. In a QBR, Reese will present to the customer on what business they have done with CDW over the previous quarter and ask the customer what initiatives they have coming in the future quarter or coming year. One of the things that Reese explained to me is there is a lot of pressure from his management team to accurately project his sales forecast, he has to report it weekly.
The sales call that Reese brought me to was for a Law Firm that wanted to discuss virtualizing their client desktop experience. This was the first meeting on the topic with this customer. The presentation style implored by the ATAE was to make it conversational, asking pointed questions and mostly letting the customer do the talking while he feverishly took notes. Whenever the customer would pause enough to indicate they were done, Reese read back or reiterated what he heard and clearly defined follow-up actions that would lead to another
Show More

Related Documents: Shadowing Experience

Personal Narrative: My First Shadowing Experience

My first shadowing experience took place at the UF Orthopaedics and Sports Medicine Institute with the top orthopedic surgeons, Dr. Richard Vlask. I spent an approximate 20 hours over the course of a month gaining an insight of an Orthopedic physician. Currently, I work as Physician Scribe which doubles as employment in the medical field but also a more in-depth shadowing experience with multiple physicians of Emergency medicine. Often in the emergency room, physicians of other specialties such as…

Words 115 - Pages 1

High School and Mentor Essay

SPACED) Each entry is to be printed on a separate page. 2. Decide on a career, profession, service, skill, or hobby that interests you. 3. Locate a mentor. This person must be at least twenty-one years of age and have either a degree or experience in the chosen field. Your mentor may NOT be an immediate family member, a “significant other,” or an employer in a job you will have during your senior year. **Please be very careful when choosing your mentor. Many students in the past…

Words 966 - Pages 4

Personal Narrative: A Career As A Teaching Assistant

As a teaching assistant, my responsibilities included: shadowing the Head Professional and Assistant Professional, assisting group clinics, marketing private lessons, running the summer sports camp, stringing racquets, bookkeeping, and club maintenance. Shadowing the tennis professionals at the club and working with the members gave me the experience and confidence to work in the tennis industry. Not only did I grow up learning the game of tennis at this club, I also developed a habit to became a…

Words 81 - Pages 1

Dental Shadowing Research Paper

During my dental shadowing experience, many elderlies did not have the support of dental insurance to cover their cost, which let them have to pay extra pocket money. After having some talks with them, I found out that they did not know their medical insurance does not include dental care, which lead them pay in full in other complex dental procedures such as root canal and implantation. As a pre-dental student, I want to help our community in a healthy direction. I have walked out from clinical…

Words 233 - Pages 1

Personal Narrative: My Experience As An EMT

of an EMT. My experience as an EMT continues to teach me how to effectively handle numerous tasks in a timely manner. With each shift, I improve my critical thinking and problem solving skills, and consequently the quality of care I present to each patient. I am thankful for every chance that I get to help a patient feel better. My experience as an EMT proved that there was no other field I desired more. Despite my love of pre-hospital care, I have always wanted to do more. Shadowing PA Nicholas Grimm…

Words 281 - Pages 2

Aquarist Career Goals

individual to each person who enters the program. For me, it means gaining leadership and job experience doing something I love. This past year I have been shadowing in the aquarium. I have learned more about marine life and behaviors than I would have otherwise in high school. The experience of helping an aquarist gives me a look at what my career goal of being a marine biologist might look like. Along with job shadowing, being a volunteer at the zoo has built my communication and leadership skills. The leadership…

Words 222 - Pages 1

Shadowing Dr. Loncar Case Study

I started shadowing Dr. Jeanine Loncar the summer after my sophomore year. She is an OBGYN who went to medical school at George Washington University and completed residency at UAB. I have shadowed her both in the clinic and in the hospital. I also shadowed Dr. Jain Jitendra in Pediatrics, Dr. Patricia Patterson in Pulmonology, Dr. Manish Arora in Gastroenterology, and Dr. Punuru J. Reddy in Internal Medicine. These experiences allowed me to see the skills a physician must possess and encourage me…

Words 317 - Pages 2

Ella Berzins: A Short Story

about to make memories you’ll never forget. Me, Ella Berzins the 13/six year old is interested in this becoming a reality. Even as I am typing this I feel excited and nervous. I am interested in job shadowing you while you are working on a theatre-involved project. I’ve had a long road of experiences that have lead me to where I am, and you’ve been a big part of them. Meeting you would change my perspective on everything, and it would be a highlight of my life so far. Not to mention it would help…

Words 775 - Pages 4

Career As A Dental Hygienist

is one of the many reasons I want to pursue a career as a dental hygienist. Many people I know in the dental field are great at socializing with people. If I am one on one with a patient I believe I could be a great friend and educator. Before shadowing a dental hygienist, I believed that if I become a dental hygienist I will be able to benefit many people and make a positive impact on many people’s…

Words 1564 - Pages 7

Criminal Justice Field Trip Report

Heartland Career Center offers a program called Criminal Justice (CMJ) taught by Leroy Striker. Students enrolled in the Criminal Justice program attend 5 days a week for approximately 3 hours. Introduction to Criminal Justice is in the first semester of the class. They work on multiple book assignments, and papers. The class will also take educational field trips that will require them to write compare and contrast papers about that field trip and how it related to Criminal Justice. Interviews are…

Words 268 - Pages 2