Sales Compensation (Part II)--Bread and Circuses

Visit Your Clients
When you part company with a key salesperson, the individual may take a good portion of your accounts to the next printer. If your soon-to-depart salesperson already guards his/her accounts, valuable business can disappear before your eyes.

George Fiel believes that sales employees can undermine the company's relationship. "Salespeople really protect their relationships with clients and that is harmful to a company's stability, because the company is not holding the golden key," he points out.