Chart comparing importance employers attach to sales tasks with incentives they provide for performing them.
Could your sales force be better at finding new business -- or at profitably retaining the business you already have? Incentives that reward crucial selling tasks help salespeople make their goals by helping them prioritize their time. But, as the numbers suggest, too few companies back their words with action.
% who consider it important
% with incentive for salespeople
Retaining existing customers
Selling to major accounts
Finding new accounts
Improving profit contribution
Reducing selling costs
Source: "Sales Force Compensation," a survey of 250 U.S. companies, 66% with sales of less than $25 million, the Dartnell Corp., Chicago, 1992.