In some companies “Senior Personitis” may set in early – after five years; far later in others. In some corporate cultures, fortunately, the “disease” is diagnosed before coming into full bloom. While it may manifest in many ways, one of the most noticeable is sales people “doing little more than playing concierge to their accounts.”
Unfortunately, the problem is not only are these sales reps playing a “concierge” role to those accounts they choose to service, they are also paying little attention to the remaining accounts in their territories.
However, too often their managers fear if they “lost” the rep they would lose the account. But how much is the sales manager leaving on the table by retaining the “concierge sales rep”? How much business is being left behind inside the “concierge” account and inside the territory? Potential revenue in the “concierge” accounts may be left behind since the sales reps are focusing on working only with their preferred buyers as well as potential revenue left untouched in other accounts within the territory that haven’t been called on.
