Compensating Salespeople for Digital Jobs: Is This Still a Problem? Yes

Not all pressure is heaped upon the sales rep, either. Gilson sees it as vitally important that the estimators and CSRs receive proper training in order to close out the sales and service loop.

"(The rep) knows these pieces are going to be produced, so he/she thinks it might as well be my sale rather than giving it up to a competitor…particularly if it is an existing account where I am trying to build my volume," Gilson says.