Staff spotlight - Glyn Evans - Systems Sales Manager

Glyn, you head up Total’s Systems department, what does a typical day involve for you?

No two days are ever the same for me but generally my role involves mentoring and coaching the systems sales team, as well as preparing to meet and present to prospects myself. I also work directly with Total’s Sales Director, Paul Giacalone to plan our business strategy for the future. I need to pay close attention to our business partnerships; leveraging propositions, attending demonstrations and checking we meet our quarterly targets. Another crucial area of my work includes overseeing the support and install area of the business, ensuring that everything is on schedule and dealt with as efficiently as possible.

Tell us more about the Systems team and the people that work with you.

Many of our customers will already be familiar with the team, which is made up of Vicky Scofield, the lynchpin of system administration and operations, Andy Stratford and Craig Jones, who work with me in sales and Shailesh Patel who is an integral part of our team, leading our experienced group of engineers.

The Systems area of telecoms is often considered to be particularly technical. Are today’s systems altering this perspective?

I would say that in most instances they are actually more complicated than ever, when you consider the emerging VOIP and network integration that exists now. Conversely though, customers’ knowledge of products and their technical aspects is now much higher. I believe the key on each project is to deliver simplicity and clarity throughout, by making sure the customer understands the value and benefits of working with us and the solutions we provide.

You have been with Total for five years. How have customers’ product needs and requirements changed in this time?

From my experience the greatest change in requirements is the fact that customers are now looking to address the question of work/life balance and as a result are looking for telephony solutions that can enhance this. The connectivity products available now offer just this opportunity as users are no longer restricted by location. Going on from this, more than ever, it is now the case that customers also want to easily identify what is happening in their business. The contact centre packages we advise on help them to now realise what their true productivity is.

Unification is a real ‘buzz’ word at the moment, how do you see systems evolving in the future?

To a large extent, the growth of this side of the industry is reliant on the networks and will evolve in line with their progression. However, customers’ needs will also drive unification, as demand for improved customer service offerings develop and the work/life balance debate continues.

Which aspects of your work do you find the most rewarding?

I still gain great satisfaction from discovering are customer's needs and delivering a valuable solution and seeing my team develop. I also glean a sense of accomplishment from the benefits customers’ experience following a Total installation. On a more general note, Total is growing all the time and I am glad to be a part of it.

What do you like to do in your spare time?

Apart from playing pretty bad golf and spending time with my family, my recently discovered passion is Power Kiting. I only took the sport up six months ago but really enjoy the thrill of flying the equivalent of a small parachute in the open air. I haven’t hurt myself yet but quite often I can be seen flying though the skies!

Tell us the most unusual/memorable thing you have ever done?

When I was sixteen my cousins persuaded me to take part in their town's annual Bull Run in the Castellon region of Spain. I will never forget the look on my parents' faces as I was chased!

Which five words best describe you Glyn?

Loyal, tenacious, approachable, driven and amusing.