CDW Thrives in ‘New’ Market

1. Focus on service. The company created joint sales teams that partnered “inside” sales account managers with field sales executives to focus on customer groups (e.g., Department of Defense, civilian and independent agencies; system integrators and prime contractors; and by state and school districts). The company is fanatical about providing well-informed sales agents for its customers, Garlow said. New hires are subjected to a seven-week training course, dubbed “CDW University,” plus ongoing weekly training on new products. The sales team also is backed by technical experts at the company’s Vernon Hills, Ill., headquarters.