Expect significant downsizing as IKAMS take on traditional roles of lines of business salespeople. Be aware. More changes coming.
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Tru dat
And for the record the inside sales roles should all get a raise and be paid more comparable. They are delivering results and NOT a big difference with the role of an outside rep these days.
The IKAM role is the repurpose of the site reps that were calling users and shiptos. No difference except now they are assigned and focused on KAM accts and making twice the money. They are a resource for the KAMs not inside acct owners on this business. Not intended to replace KAMs. KAMs have the responsibility of a much bigger corporate program relationship and are a value to this business. The other site reps that are left are doing welcome calls for new users- similar to Legacy inside onboarding team but being paid more money. Another value added resource for the sales team. None of these positions are new to Staples. Just a new name and a new compensation structure.
Even the title IKAM makes no sense - what’s next? Business Underdevelopment Manager?
I get it - someone used this model to great effect at Coke or P&G!
IKAMS couldn't sell a program to sell their life. Be it tech, furniture or facilities. Those accounts are way too big for them to properly manager from the inside. They will get no respect from customers. TAMS on the other hand. They may have reason to worry.
The current TAM/KAM employees have to see the writing on the wall. Smart if they get out while they can.
The TAM role will be eliminated sooner rather than later. I feel for those folks.
Staples and it's management are a bunch of p–py heads