| William Rubio is vice president of sales at Cooper City-based STS Telecom,
a provider of software-based communications products and services. And
he views his job this way: as a communications bridge for his team, for
the company and for his customers. Though an industry may change, "how
you connect with the customer has not," Rubio said. Strong listening skills,
information and motivation are important tools for success, he said.
Rubio oversees sales of communications systems for businesses that want
to avoid disruptions from weather, travel and relocation.
Rubio, 33, began his career with an internship at AT&T and worked
for other telecommunications companies before joining STS more than three
years ago.
Growing up in North Bergen, N.J., Rubio finished high school in South
Miami, and held a few jobs as a teenager, including for a furniture company
and a pool cleaning company. He and his wife, Yani, live in Miami.
The job: William Rubio, vice president of sales at STS Telecom, based
in Cooper City. He oversees sales managers, directors of independent agents,
a training manager, and more than 100 independent sales agents. Founded
in 1994, STS is a nationwide VoIP service provider.
A management lesson learned: The person doing the job knows what's going
on -- don't dismiss his or her recommendations.
A manager's role: Train and guide your employees. Be a mentor. Don't
be reactive -- plan ahead as best you can.
Communicating effectively to bosses: Have reality-based conversations
-- that is, don't just talk theory. Regardless if the message is good news
or bad news, don't delay the discussion.
Favorite part of my job: Being able to weave through the telecommunications
maze for the customers and provide them with a solution.
Waste of time: When people focus on that which they cannot control.
Manage change rather than resist it. Avoid being negative.
What makes a lasting impression: Organizational skills.
Team-building practice: Role-playing is a very effective practice for
salespeople; these are the times it's OK to mess up and ask questions and
then build up your confidence.
Conflict resolution: Miscommunications between employees or clarification
of job duties should be discussed face to face. Avoid using e-mail to resolve
the issue. Keep in mind that all the parties involved are trying to reach
the same goal.
How do you encourage employee development? Lead by example, don't hide
behind your desk. Go out there and roll up your sleeves and work alongside
your staff; if they need help developing skills on sales calls, then go
with them.
Employee retention tip: It's about the way you manage. Benefits are
important, but it's the relationships you build that are critical. Help
employees plan ahead and provide in-house opportunities and promotions.
And that little "hello" you say every morning to your employees every day
-- that goes a long way.
Career-building advice: You must learn to accept criticism. No one is
perfect. Implement changes that will help you grow. Learn to listen more
and don't always be the first one in the room to talk.
In the desk junk drawer: Business cards and pens -- for a salesperson,
these are must-have tools.
On the bookshelf: Novels and books on wine, gardening and tools.
What I look for in a job candidate: Someone who is self-motivated and
polished.
Advice: Prepare your personal life and your professional life; you cannot
be organized in one and not the other. Don't be content, have goals and
plans.
Cindy Kent interviews managers of small to midsize South Florida
businesses for Manager Minute. You can reach her at ckent@sun-sentinel.com
or 954-356-4662.
About STS Telecom
Established in 1994 as a long distance provider servicing the Florida
community, STS Telecom is a nationwide VoIP service provider. Through relationships
with Cisco Systems and Level 3, and capitalizing on cutting edge industry
leading hosted IP solutions, STS Telecom provides a full suite of software
based communications products and services including voice over IP applications,
dependable discounted local phone service, long distance service, as well
as Telephony hardware.
STS Telecom is not affiliated with BellSouth® or any other telephone
company. STS Telecom serves Broward, Miami-Dade, and Palm Beach Counties.
For additional information about STS Telecom, visit http://www.ststelecom.com. |
