The Servicer Seller

If ubiquity were a commodity, there’s a certain kind of sales professional whose payoff would be like winning the lottery. Called the “servicer” type of seller, they’re known for providing ever-present customer service to their clients. Likely, they call or email many times per week; stop by for a chat on a regular basis; and go out of their way to make sure that at the first sign of trouble, the problem is taken care of with minimal hassle and maximum smiles.

But, how much is too much? Does the perpetual customer service mode that the “servicer” seller is locked into, actually pose a risk to your sales organization? And how can you best put some guardrails on the “servicer” to ensure they are as productive as they are helpful?

In Episode 3 of our five-part podcast series, “5 Types of Sellers,” The Brooks Group’s Tony Smith and Drea Douglass attempt to decode the role of the “servicer.”