No reputable business tells their account managers that they will earn more money than in years past under the new 2021 anaplan model, all while hiding sales quota details and stacking books with deadbeat accounts to hold revenue down. SLT is delusional if they think their bait and switch approach went unnoticed.
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Deadbeat account = account who makes only 1 purchase just to get the deep discount the b2b gave them to open the account and have no desire to buy anything more.
Amen. How about no one gets paid on accounts they haven’t called on and only gets paid on those they have. How does that sound for a new compensation model? What defines a deadbeat account? My guess is someone that you have not sold to and is buying from someone else. Give them a reason to buy from you.
Do what you were hired to do and sell to all customers whether or not buying or not. That’s your job, earn it.
This is spot on.