Ineffective Sales Plans
Probably the most common mistake I see companies make is developing a performance-based incentive plan where they pay the same commission for both new account business and ongoing business with established accounts.
New account business is ALWAYS worth more than ongoing business with existing accounts because:
it’s more difficult business to obtain than continuing business with already [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
