Sales based to accounting based - Sales Service Experts Employee Review

At the branch GM level, many (not all) managers do not have an industry background. They often make decisions without fully understanding the situation. The company emphasizes residential replacements to such a degree that other, sometimes just as or more profitable, ventures take a back seat. The organization as a whole would rather nitpick ways to deny commissions or bonuses to its sales force , or even hire additional salespeople so that it’s impossible to attain bonuses or maximize your commissions. I was one of their top sales people and they literally made no effort to retain my services, thinking it cheaper on the whole to hire two people to replace me. The advantage program is the main focus these days, and that has brought recurring revenue into the company. That recurring revenue has also led to a shift in management values from a sales based organization to one that is more focused on revenue collection - or essentially accounting based values. That shift has taken away the value of a good sales person. So long as their number is reached, they don’t care how many sales people it takes to reach it.