As you have read in previous posts, our sales team is the heartbeat of our organization – from being the face of Micro Motion in the field, to connecting with customers on a daily basis. This post is a continuation to our series highlighting our sales team and the work they do with our customers.
I recently spoke with Wayne Brinkman. He has been with the company for 20 years and, like many of our sales reps, has an engineering degree. This, of course, is valuable when getting up to speed on new products, or when a customer needs service help out in the field.
Wayne spends the majority of his day communicating with customers and building relationships with them, whether that is in meetings, on-site or over lunch. His main goal is to establish trust. How does he do this?
“I make sure that they know my first priority is to provide a solution tailored to their specific needs,” says Wayne. He will go out of his way to offer cost-effective solutions, so they have the opportunity to determine how much they want to spend on the project.
Being a trusted advisor also includes being the direct line of communication from the customer to the factory. New challenges in the field get relayed back to Micro Motion so that future projects and products are crafted with specific customer needs in mind.
An example of customer-focused product development is the Micro Motion Model 5700 Transmitter. This transmitter has been developed with streamlining customer work practices in mind. Customers needed a multi-variable transmitter that provided mass flow, volume, temperature, concentration and density. Micro Motion took this feedback and created a state-of-the-art meter that has a more intuitive interface, is easier to maintain, offers more data transfer options than ever before and sets a new standard for measurement integrity.
Wayne takes the term “trusted advisor” to a whole new level. Like all our sales people, he goes above and beyond job responsibilities to establish relationships with customers as well as the people driving innovation in our factory.
How does your sales team relay information back to your company?