Blum: It is essential to gain clarity on what is fair and equitable, and it is very natural for customers to follow sales reps when the reps move on to new companies. Customers should not have to accept management changes to their accounts if they are not happy with them. But there are sales reps who never bother to up-sell or cross-sell the accounts. Their customers call in and do not even ask for the reps, and the inside office staff winds up doing of all the paperwork. Whose to say who owns those accounts? And I'm not talking about your typical "play-it-agains"—I'm frequently changing artwork for these neglected accounts and even cross-selling them. Plus, it costs me postage to send proofs back and forth. What am I obligated to give back? If expenses need to be split, so should income. When a sales rep is apathetic to this income, you should have no obligation to pay it.