Who Really Owns the Customer Relationship?

That question is often a heated topic, particularly when it involves a conversation around a recently departed sales rep that is now in hot pursuit of business from customers of a former employer.

The business management perspective—Of course we’d like to lay claim to any and all sales activity related to an account. We have invested in the platform, the personnel and the systems to perform for our customers. We have a great deal at risk and want to avoid any chance of losing business from a broken employee relationship.