Reach your potential in Mid-Markets Sales

When it comes to Business Sales, few companies can match our scale or our compensation plans. For sellers looking to make an impact while growing their earnings potential, the place to be is AT&T Business Mid-Markets Sales.

 

We strive to develop, empower, and recognize our team of 3,000 people nationwide and the great customer experience they deliver every day.
– Shelley Goodman, Mid-Markets Sales Sr. Vice President

Mid-Markets Sales serves a wide range of businesses, from small startups to large corporations, offering significant growth potential for the company. It’s a big pond to fish in with ample opportunity to bring home a huge catch. To maximize success in this dynamic market, the division is organized into three teams – Business Connectivity Sales, Territory, and Platinum. Each team focuses on different business segments and employs unique strategies to drive results.

Our Mid-Markets Sales teams

Business Connectivity Sales (Outside Sales)

As a member of our Outside Sales team, new customer acquisition is the name of the game. As VP Angela Rutherford explains, “Our team is in the field and meeting with customers daily. Sellers who excel in Outside Sales have canvassing experience, a willingness to get out of their comfort zones, and a passion for helping people.”

Sellers on this team work on a hyperlocal level, targeting community businesses with a single location and limited number of employees, neighborhood favorites like your local pizza place or barbershop. Simplicity is key in Outside Sales and these teams offer a streamlined portfolio of mobility and Fiber solutions. The goal is convergence, connecting customers with both mobility and internet services.

Our strategy emphasizes targeting distinct customer segments with dedicated sales teams for each one. There are great growth opportunities within these teams for sellers.

 

“Hard work is the baseline for Outside Sales,” Rutherford says. “We want to show up for our customers. I tell my new sellers to get an understanding of our audience and our portfolio.”

Territory Sales

Territory sellers focus on small businesses with multiple locations or employees, like regional restaurant chains or landscaping, construction, and trucking companies. Businesses in this group may require several mobility and Fiber solutions for all their locations.

Similar to Outside Sales, the Territory Sales team defines their success by how many new, converged customers they can win. Territory VP, Blake Hayden, explains, “My team calls on our Mid-Markets customers every day to set up appointments. We’re meeting to understand their needs and deliver solutions that will make their business better.”

Mid-Markets Sales is all about growth and acquiring new customers. What makes the space unique is that virtually all our customers need reliable mobile and internet connections. They look to us provide the best solution to meet their business needs.

 

“The commitment is simple,” Hayden continues. “Be willing to learn and put in the work required to meet with 10 customers a week to help solve their business problems.” In addition to the goal-oriented approach, there is robust training to help the team succeed. “Our sellers are trained not only on how to sell the technology, but on how to use it, too. We also focus on fundamentals like prospecting, managing a funnel, and forecasting.”

“The most important thing for a Territory seller to have is a desire to be successful and the drive to achieve it,” he says. “Anyone that comes in with sales experience and that drive is going to do well here.”

Platinum Sales

Platinum Sales VP, Greg Knutson, does not mince words when talking about the goals of his team or the type of sellers that thrive. Being responsible for some of the biggest accounts takes what he refers to as “relentless grit.” That means taking ownership of results, taking responsibility, and possessing a deep knowledge of the product. “A great Platinum seller is self-motivated and willing to take the initiative to drive business,” Knutson says.

Customers in this category are medium-sized businesses with complex distribution systems or needs. They are high-value accounts with national reach and annual revenues as high as one billion dollars. Because of their scale, Platinum sellers put together complex packages mixing mobility and Fiber solutions that are highly impactful for their commissions as well as the company’s success.

We own over 77,000 accounts, representing a huge portion of Mid-Markets business. Our success is vital to the overall growth of the company.

 

For those who can handle the pressure that comes with large accounts, the motivation comes easy. “Our sellers get some of the best industry training and are rewarded with one of the best compensation plans in the industry,” Knutson explains. “We also offer amazing progression plans in Platinum to allow successful sellers to grow and earn more.”

The AT&T difference

One thing all teams have in common is AT&T’s product lineup and great compensation plans. It’s no secret it’s easier to sell a product you can believe in. It’s easier still when you know you’ll be well-rewarded for your efforts.

“AT&T has a reputation for being a stable company that offers competitive salaries, comprehensive benefits, and room to grow your career,” Knutson says. “Being part of Mid-Markets Sales gives you a chance to shape that reputation and earn a high-income doing it.”

Rutherford points out our Diamond Club, an annual recognition trip for our top 1% of sellers. “We also offer various incentives for different campaigns throughout the year, which gives sellers the chance to earn more and be recognized for their dedication often.”

“The company offers so much from day one,” she adds. “It is one of the most welcoming places I’ve had the pleasure of working.”

“AT&T is recognized as having the best fiber and wireless network in our industry,” Hayden says. “When you combine that with a customer base of thousands who all need our services, great pay, and a supportive leadership team, you get an unbelievably good place to work.”

Total compensation, including commission and incentives, may vary by role. Refer to the job description or speak to your recruiter to verify details. In the pursuit of high commissions, acting with integrity is crucial. Ethical selling earns customer trust and builds the reputation needed for long-term success.