Ah yes, the almighty order. Printing companies need orders to survive but yearn for sustainable accounts to thrive. As the reps chase orders they are driven to lower the price until someone says yes. Most business people would say this is not a sustainable business model. The reps however will tell you that, “at least it’s an order.” Most commission plans pay based on the value of the orders brought in every day, every week and every month. While logic may tell you that identifying an account with greater potential would lead to many more orders over a longer period of time, most reps aren’t concerned with what happens over that longer period of time as much as what happens this month to cover their draw. This remains an ongoing battle in the fight between orders and accounts.
Take a look at your compensation plan and more importantly, your sales plan to determine whether or not either are supporting the business that will allow you to thrive moving forward.
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