Why salespeople shouldn't have exclusive rights to their customer accounts

12/22/2011 | Harvard Business Review online

Granting salespeople exclusive "ownership" over the customer accounts they manage can create a number of problems, including exorbitant pay and difficulty adapting to new challenges, write Andris Zoltners, P.K. Sinha and Sally Lorimer. To address the problem, companies should hire team-oriented salespeople and make sure customers interact with multiple people rather than one sales representative, they write.

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