New Business vs. Account Management roles in Professional Services
In professional services, do you compensate differently in sales plans for “new” business vs. maintaining an account to incent your best “prospectors” to develop new business?
In professional services, do you compensate differently in sales plans for “new” business vs. maintaining an account to incent your best “prospectors” to develop new business?
For busiensses that feel sales compensation support is needed to manage the cost of customization, the following approaches are prevalent…