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Robert Dagge
EMEA (Egham, U.K.)
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| Introduction: Rob had 10 years of experience in executive search and consulting when he joined Gartner Inside Sales in 2007. Currently an Account Executive in Inside Sales, Rob is based in the company’s European headquarters in Egham, U.K. |
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What do you do in your current position?
Essentially, I go after new business within small and midsize companies in the U.K., specifically within the high-tech, consulting and software provider markets.
Why did you decide to join Gartner?
I knew the reputation of Gartner. I knew it was a market leader—a market maker, not a follower. Gartner offers me longevity and a career path, with plenty of opportunities to improve my personal and business skills within a Tier 1 company.
What are your immediate goals at Gartner?
I’ve only been here four months, but I want to be No. 1 in terms of revenue and growth in this area, and to develop within the organization. I’m not ashamed to say I want to succeed, and succeed in the right way.
Which personality traits are essential to success in Gartner Sales?
Tenacity. Self-belief. The will to win. But what’s also very important at Gartner, and the reason I joined the company, is the fact that it’s not a will to win at all costs. It’s a will to win by doing the right thing.
Is there a lot of travel involved in inside sales?
There isn’t, actually. It’s largely telephone-based, although I do go on-site and see some of my clients. The field people are out five days a week, but I probably get out to meet with clients once or twice a month.
What are a few reasons to choose Gartner over similar companies?
The biggest reason is probably branding and working for a market leader. If you’re in banking and you work at Goldman Sachs, a certain reputation precedes you. It’s the same at Gartner. Also, the great thing about working at Gartner is you have a great opportunity to network and advance your career. I’ve only been on board a few months, and I’ve already had discussions about where I want to develop in the future and planning how to achieve this.
What was the interview process like for you?
I was interviewed by five people over four days. It wasn’t an easy process. You need to demonstrate you have the experience, but it’s really about the traits you bring to the table. I had no experience in technology, but the thing that brought me on board is I’m used to dealing with senior-level executives. It’s about the confidence to pick up the phone, and the confidence to admit and learn from your mistakes.
Good applicants have a lot of choices in where to work. Why choose Gartner Sales?
Why a career in Sales at Gartner? Our group sales director started off doing my job, so you can see two things: that you can move up in the organization, and that the people at the top know what you’re going through on a day-to-day basis, and they structure the commission packages accordingly.
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Mischelle Choinski
The Americas (Arlington, Va., U.S.A.)
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| Introduction: Mischelle Choinski was an officer in the U.S. Marine Corps and an operations manager at Xerox before joining Gartner seven years ago. Originally a Senior Account Executive at Gartner and later a Specialist, she is now a Team Leader in Field Sales. |
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Could you describe your current position?
As a Team Leader, I’m responsible for coaching and providing strategic leadership for a team of four that works collaboratively with Sales, Research, Consulting and Executive Programs to service the education vertical.
What traits and skills have been most beneficial to you at Gartner?
I think that tenacity obviously is a trait that many of the salespeople have in common, as well as competency in IT and the capacity to learn and continually develop.
What’s most attractive about Gartner Sales?
First, there’s no other company like Gartner. No other company has the breadth and depth, and the sustained presence in the industry. I think the most compelling part of Sales is the thought-provoking and intellectually stimulating culture, where you’re able to provide valuable solutions to a wide range of clients.
What kind of person succeeds in Field Sales at Gartner?
The truly valued contributors in Sales are inquisitive and take initiative in their personal growth. They are interested in being in the thick of the technology issues so many organizations face, and they balance their own activities with developing strategic relationships with clients.
Is there an incentive-based pay structure in place?
There is. Gartner pays very well, particularly for overachievers. Our Winner’s Circle is one example of the recognition and rewards available for stellar performance.
Are you still learning new things after seven years at Gartner?
Absolutely! I don’t think that you ever stop. One of the benefits of Gartner is you’re constantly being challenged to learn. It’s an environment where you’re always learning and building on the knowledge of the extremely talented and intelligent people surrounding you.
Is there one experience at Gartner that stands out to you?
I think no one experience stands out because there are so many. What we do within Gartner is solve problems for clients—really important problems. Sometimes it’s about lives and sometimes it’s about work processes or innovation, but every experience has the same thing in common: forward momentum related to how technology is transitioning and changing organizations and people.
Has your experience in the Marine Corps helped you in your career?
Yes, definitely. I think there’s a shared sense of loyalty and the courage to do the things that need to be done versus the things that are comfortable not to do. At Gartner, we have to help clients with very difficult problems. Sometimes it takes guts to tell clients what they don’t want to hear—but if it were easy, they wouldn’t need us.
Giving objective advice requires a high level of integrity, doesn’t it?
The integrity part is the reason why I’m here and not somewhere else. It’s really important to me. Gartner goes to extremes to remain unbiased and objective and independent. There’s a sense of pride that goes along with working for a company with those standards.
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The Wall Street Journal, The Economist and The Financial Times, along with 30+ other leading business publications worldwide, quote Gartner an average of 70 times every week.
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