The way that most salespeople are paid is not designed to reward the type of growth that most companies want. At least, that's according to Mark Mitchell in a blog post for WHIZARD STRATEGY.
Mitchell believes that sales people are compensated for overall sales volume but more attention should be paid to where these sales are coming from. He gives suggestions on how to get salespeople to better engage with new customers rather than strictly focusing on regulars:
Give them added compensation for new customers. This will eat into your margins but shows that you’re also putting some skin in the game. The added incentive for each new customer can be scaled back over time with the potential earn to more on additional new customers
For more information on the importance of salespeople making sales to new clients, head over to WHIZARD STRATEGY.