TSR Expectations Document

Why do we still have key account reps when they already lost all of their key accounts?

 

That’s a lie troll. If you could sell on something more than price you wouldn’t need Key Account Reps. But you don’t have the drive or skill to handle your job, so they are needed.

 

Key account reps are only necessary when a company is producing so much in sales coupled by within a particular geography. That's it, end of story!

Key account reps are NEEDED when a company does not have the confidence within their sales force base within a specific area, especially when sales are stale or market share is dwindling. Or else, if they thought you were competent to handle small and large customers (aka, walk and chew gum), would you really think they'd spend the money on Key account reps who demand more compensation vs hiring an associate sales rep to help drive business from low level accounts so you can concentrate on the A/B list docs.

If you have a Key account rep in your geography, face it, you are an associate rep, regardless of title. Should their be an 'associate bench warmer' beneath you, that's because it's anticipated you or your fellow team members are not strong reps, and probably will leave soon.

 

Every territory has a Key Account Rep Troll so that above statement is not True. A KAM is more of the connection directly between the bigger accounts and the top brass.

 

Disagree! Exception are DSO's and to some extent, major universities and military.

What value are KAM's going to bring to the referral model? Should a GP send cases to a KAM specialist account and to a regular rep specialist account, try explaining to that 'regular specialist' that the GP belongs to the KAM? It's total b.s. Why shouldn't I handle a Burrios, Tarnow, Sonick, Morris, etc... It's turns into class warfare between surgical accounts within a geography. "Sorry mr oms, but the competitor down the road is greatly valued over you because (enter proverbial foot into mouth statement here)." That surgeon does quite a bit of business too, yet does not get the access to top brass as the guy down the street? You kidding me with that statement? I was denied a trip to FL for training because the KAM guy took the seats? It's total favoritism, accounts know it, and they will take their biz elsewhere.

We are trained the same way in product knowledge, I've done my fair share of nav cases, seen plenty of cases requiring trouble shooting, and understand the concept of account management and growth. Now, they reduce my salary so they can give it to the KAMS? So, a KAM is going to foster this relationship and run torque wrenches and cover impression cases, NO! That falls to me. Not saying covering is beneath me, but should not warrant the cost of having KAMs. My teammates and I should have that income! "Top brass" is admitting to us a lack of confidence of our ability to foster accounts, grow them, and rather have us be grunts. Good luck taking that grunt skill set to your next interview vs the guy who was trusted to actually hone the art of sales by being trusted to develop relationships at a high level.

It's insulting to us as 'regular' reps as a profession and not necessary. Call it for what it is, a poor man hybrid sales role and I'm the grunt with a 4yr degree, huge college debt, with a few years of sales experience. You hired me cause you trusted my past performance and business acumen to take my career to the next level. Instead, I'm being churned and getting burned.

Sorry, needed to vent because that two liner response is an indicator of our value within this company.

 

You were hired because nobody else would take the job. If you still have college debt then you don’t deserve more money. You have to pay your dues little one.

 

Snarky and condescending. Must be one of the good ol boys!

 

crybaby- you should be ashamed of whining on a public forum. Just because you have a 4 year degree doesn’t make you special or even a good rep. Get over yourself

 

Top brass can’t interact with the most important clients without a KAM? Not following the logic here. How many key 3i accounts are left?