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Max

10 months ago

in Are Your Solutions Sales Stalled? We’ve Been Expecting You. on ChangeForge...
Greg - are they lazy or just working smart versus working hard? As long as the comp plan pays the same for rolling an existing customer (lease renewals, etc) as it does for NEW business and 'solution' type sales the only thing the rep has to worry about is being on time for that Friday morning tee time. The first step is a tweak in the comp plan. Lower the juice for renewal business and increase it for 'solution' type sales.
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