Sales Compensation--Fair Play, Fair Pay

A typical salesperson may take a different slant toward prospecting. One sales rep points out that a large portfolio requires a great deal of follow-up and maintenance, thus prohibiting new account development.

"When a person reaches that point," he says, "you eventually have to add a junior salesperson who has the need and the time to go after new accounts. If you have to manage $10 million, you have so much to manage for what you've sold that you don't have the time to go after new business."