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May 24, 2012
Andrew Rudin
and
8 other people
answered this question
Should you compensate sales reps differently for new business vs renewals?
Complacency--or the risks that come with it--has been the most consistent reason I've heard for not rewarding renewals. "We want our salespeople out getting new business. If they get an 'annuity,' (from renewals) they'll just get lazy." It's a fear that emanates more from the ... more
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