CDW-G employees undergo additional government specific education as well. After several months, trainees are promoted to working telephones in the firm's call center. But they complete more than 90 hours of training with live customer calls before work ing on their own. An average trainee takes about five months to complete the entire program, according to the company. But CDW-G doesn't just educate its workers differently, it also deploys them differently than many government resellers by retaining CDW's emphasis on inside sales.
Many people approach the public sector with an outside sales team.
So the inside contact is just as important as the field person in some cases maybe more so. We look at our field people as a compliment to our inside team. The more than 100 inside account representatives at CDW-G are divided into groups dedicated to state and local government, federal government and education, he added. When you do that, you have people who really under stand the customer. Our account managers are professional people.