SALES COMPENSATION: New Business or New Business? PART 3

One of the interesting things we've discovered over the years is when we buy our local competition we realize we didn't have as much business from some customers as we assumed. Turns out, the acquired company had far more business than we thought— with different contacts, projects and expectations. We weren't as deep and wide as we thought.

As far as compensation, our reps generally get a higher percentage for new accounts— but it can vary based on quoted prices. Our color reps do not generally have a sliding scale but our AEC reps generally slide after time. We are currently exploring a scale that either doesn't slide or has perimeters on ways for reps to be rewarded for increasing new business in existing accounts. We are also creating perimeters to encourage our "1:5" reps in specialty areas (FM's, Doc Mgmt, Variable Date) to involve "30" reps in the sales process. (A whole other can of worms.)

Deep and wide. New business in existing business. Team Selling...