T-Mobile
Company: T-Mobile
Company Division/Group: Direct Sales
Company Description: Based in Bellevue, Washington, T-Mobile USA is one of the fastest growing nationwide wireless carriers, providing voice, messaging and high-speed wireless data services to more than 8 million customers. T-Mobile has more than 20,000 employees across the country dedicated to delivering on its GET MOREsm promise to provide T-Mobile customers with more minutes, more features and more service.
Nomination Category: Team Awards Categories
Nomination Sub Category: Best Sales Team
Nomination Title: T-Mobile Direct Sales National Strategic Accounts Team
- Tell the story of what this team has achieved in 2002 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
T-Mobile USA is one of the fastest growing nationwide wireless carriers, providing voice, messaging and high-speed wireless data services to over 8 million customers. T-Mobile’s GET MOREsm business strategy provides customers with the best overall value in wireless service to GET MORE FROM LIFE®. T-Mobile has over 20,000 employees across the country dedicated to delivering on its GET MOREsm promise to provide T-Mobile customers with more minutes, more features and more service.
In 2001, T-Mobile strategically decided to penetrate significantly into the business segment by starting the Direct Sales National Strategic Accounts (NSA) Team. Prior to 2001, T-Mobile focused primarily on consumers and small to mid-sized businesses. In January 2002, the NSA Team was tasked with the challenge to “break into business in a meaningful way”. To achieve this goal, the NSA Team needed to build a direct sales organization, capture market share in the business segment and lead the company in initiatives to broaden its consumer focus to include a business focus, allowing T-Mobile to serve enterprise business customers.
In 2002, T-Mobile quickly built out and ramped up the NSA Team. From January 2002 to December 2002, the NSA Team managed by 1 Vice President, 2 Executive Directors and 1 Technical Sales Director grew from 7 to 74 National Account Managers, 4 to 12 Regional Directors and 0 to 9 Technical Sales Representatives. In 2002, NSA Team monthly customer activations increased from under 600 to over 6000 per month.
In 2002, T-Mobile launched competitive business offerings to allow the NSA Team to provide a full portfolio of wireless voice and data products and services. The NSA Team trained on and sold the following new wireless data devices: Novatel PC Card (Mar 2002), BlackBerry BES & 5810 (Mar 2002), Pocket PC Phone Edition (Aug 2002), Netgear Card with T-Mobile Hotspot (Aug 2002), Danger Sidekick (Sept 2002), Sierra PC Card (Sept 2002), BlackBerry Web Client & 6710 (Dec 2002); along with new wireless voice devices (GPRS enabled handsets, camera phones, etc.) and new business and government voice and data rate plans and features. Within 2002, the NSA Team offered enterprise business customers a full enterprise wide wireless solution for both voice and data in the business and government space.
In 2002, T-Mobile implemented key company wide initiatives to migrate to a combined consumer and business focus. Key initiatives included: Master Corporate Service Agreements, Aggregate Volume Discounts, GSA government contract, Enterprise Billing, Enterprise Extranets, Corporate Customer Care, etc. The NSA Team successfully sold into the enterprise business space, while driving requirements for new business products, services and processes back through the organization.
By December 2002, the NSA Team accomplished: build out of the team, training on and sales of new wireless products & services, increased sales into the business segment and focus as a company on both consumer and business markets. In 2002, T-Mobile was able to “break into business in a meaningful way”, due to the driving efforts of the NSA Team in partnership with all departments across the T-Mobile organization
- List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above.
To include a URL you must begin and end the URL with a square-bracket and include http://
Example: [http://www.yourdomain.com]T-Mobile web site at www.t-mobile.com. T-Mobile press releases are located on
the T-Mobile web site at http://www.t-mobile.com/company/pressroom/ - Provide a brief (up to 100 words) biography about the leader(s) of this nominated team:
Michael Cote began his career at T-Mobile in 2001 as VP of Wireless Data Sales and Operations. Michael successfully built out Channel Management (focused on wireless data), Technical Sales and NSA (focused on enterprise business) and expanded his role to include General Business (focused on small to mid-sized business), when promoted to Vice President of Direct Sales in 2002. Michael has worked in Telecommunications and Sales for many years. Michael Cote with the leadership of John Carney, Senior VP of Sales, led the NSA Team to success in 2002 and continues to do so in 2003.