Four Telltale Symptoms that a Company Needs New Sales Roles

A company needs new sales roles when the salesperson, as a central point of contact, is no longer able to retain customers and grow the business with new customers. Rather than make a change simply for change's sake, what are the symptoms that tell managers they should be considering new sales roles?

1. Excess "Churn"

A company may need new sales roles because there is too much "churn," the number of customers or amount of revenue from current accounts that must be replaced every year for the business just to stay even. "As fast as we were bringing customers in through the front door," one sales executive told us recently, "they were going out the back." This is not uncommon.

When we ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.