Antonio Garrido is President and Founder of Absolute Sales Development – Miami’s own Sandler Sales Training organization that provides companies of all sizes with superior business-growth training. Visit: www.absolute.sandler.com or contact: (786)-527 0277
Twitter: @SandlerASDMiami

“Some of my salespeople have hit a comfort zone; they cherry-pick existing customers and won’t open up new business.”
Sound familiar?  Your salespeople will only do what you pay them to do, literally.
Compensation drives behavior.  If something isn’t working, change it immediately.  Change how they get paid on brand new business.  Be generous; bump it up (a lot), and watch how they shift their daily behavior to reflect the new commission structure.  Set up a contest for most “suspects” generated in a 60-day period, and you’ll see a huge spike in new business.
Compensation drives behavior.
 

Sandler Training is a global training organization with nearly 50 years of top-flight training experience. Sandler Training provides training and consulting services for small-to-medium-sized businesses, as well as corporate training for Fortune 1000 companies. With over 250 offices located throughout the USA alone, Sandler’s goal is to help clients initiate substantive, measurable and sustainable growth.