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Ragusa: Casual, group sales meetings are held weekly. I'm evaluated based on my numbers from month to month as well as the profit level—say $1 million at 10 percent vs. 15 percent or 20 percent—at which the accounts are sold.
Donovan: Unfortunately, most salespeople are rewarded for doing the same things over and over again and are not recognized for being innovative. There are a lot of salespeople who simply stick to the laundry list, and their customers don't know other products are available. Evaluations should monitor how effectively new products are being introduced into the accounts. This is what helps customers grow their businesses—and distributors maintain their accounts-counts.
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