Case Studies

NAME : Teresa Hernandez d´Alessandro   NATIONALITY : Spanish   UNIVERSITY ATTENDEND : Instituto de Empresa, Madrid, Spain   DEGREE OBTAINED : MBA (field E-Business)   AGE : 29   JOB TITLE : Associate Sales Representative (ASR)

 

What attracted them to apply to the Sales Associates Program?

Cisco is a great company to work for. I finished my Master degree in 2003 and I have previous experience in banking for approximately four years. I wanted a change in my career path aligned to my studies and in the technology area.

 

I wanted to be part of a multinational company that encouraged teamwork, was objective oriented with a strong culture offering technical and business solutions to their clients.

 

Cisco encourages taking care of your business aligned to your team’s goals with continuous training and development in your career plan.

 

What did they think of the Assessment Centre experience?

It was a great experience to get to know the company find out about the people that work in the company and through the assessment centre. I realized that it was a company I wanted to work for. Going through all the different tasks on the assessment day was hard, but it made me scope what Cisco wanted and what I was looking for.

I realized that it was a great opportunity to work for Cisco as I could fit into the culture and the challenging ASR programme.

A very important part of the Academy programme was getting to know and work with people from different countries, learning about other cultures and other professional and educational backgrounds.

 

What have they done since being on the Program?

Since we started in the programme, we have been training in the areas of Sales, Communications skills and Technical Knowledge. A lot of the training is not only the theory, you get to practice a lot through roleplays, cold calling and presentations simulated to real customers.

 

You learn a lot about yourself through feedback from your managers, peers and vendors.

 

You develop a deep knowledge and broad range of Cisco products.Through the Cisco Business Model we learn how we offer end to end solutions focusing on clients and partners driving change and improvements in the different vertical markets.

 

I obtained my Cisco Sales Essentials Certificate which provided me with a very solid technology background in only a couple of months. I feel more confident and able to face new challenges since I first started.

What has been most challenging?

I had an idea and basic knowledge in the area of technology but getting a more solid vision was hard to accomplish but very satisfactory. I did not have a technical background as my background was business focused.

 

What has been most enjoyable?

The most enjoyable part has been working with so many different people and getting to know other cultures and different backgrounds.

The Academy is really diverse and complete with different activities, tasks and opportunities such as field trips like a visit to the CEBIT fair in Germany, courses and team competitions.

 

We will have several field trips to our home countries in order to build our relationships and have a real feeling on how the business is driven. It will help us be in continuous contact with the Field Account Mangers and help in their day to day businesses and relationships.

 

What have they learnt about themselves?

I have learnt that you can be independent, set your realistic own objectives and fulfill them. In order to accomplish your objectives I have learnt to be organized and manage time in a more efficient way. You need to be flexible for any changes that might occur.

I have realized about what I need to improve and how I am more confident in different areas and can help my work colleagues.

 

Can they describe what they know of the Cisco culture?

Cisco culture is based on open communication, integrity, focusing on the client, being flexible and proactive, strong team players and giving back to the community.

 

What's the team like?

We work in teams and there is a great team work culture and atmosphere. We come from different countries: Russia, UK, Ireland, Germany, France, The Netherlands, Italy, Spain and many others. That brings a broad range of diversity within the group. You learn about how business is done in each country and the different behaviors.

 

How do they see their future after the Academy?

I see my future career within Cisco. I would like to be part of the Sales Team in order to create business, detect new opportunities in the market for our clients and bring the best solution to our customers. Solutions based on the most innovative and advanced technology to increase customer’s productivity and increase their efficiency in their internal and external processes.

 

What are they excited about?

I am excited about getting further and deeper knowledge on the technical side becoming more familiar as well with our resources. I will go back to my home country (Spain) at the end of the programme in August where I would like to be successful and be part of the Sales team. I like the challenges we face on the training programme.

 

Creating demand to increase productivity in the future and be able to feel confident in the Sales Field bringing customers the best solution tailored to their needs.

 

Why would they encourage others to join the program?

It is a great experience where you learn a lot about yourself. You have a great group of managers to help you and improve your skills and a broad range of resources. The diversity of the team and the team work creates a great working environment.

 

Cisco is fun, proactive and creative where everyone wants you to be successful with a strong culture and communications atmosphere. The network built through the future years is the base to be successful and a continuous career improvement and training plan.

 

OTHER: anything else that they think is important to convey to applicants

The year is hard and your managers expect the best of you so you can come out with your best results. You soon realize once you start that you will learn a lot in many different areas, build relationships, leadership skills strongly encouraged and develop your business career within the company.

 

Network is one of the best and important resources you have within the company and it is up to you to build your career path within the company and with your peers.

 

There are reviews every quarter where you can openly communicate where you stand and where you would like to go in the near future. This opportunity is a future career plan where you can feel confident, develop and improve your knowledge in the Sales Area driving change and improvement in the markets.