Our sales training clients in Edmonton, Calgary and Vancouver have previously believed in the philosophy of having “house accounts.” This refers to a sizable account that is usually serviced by a Sales Manager. Commissions generated by the purchases made on the house account are kept internally by the company. Let’s explain the justifiable reasons why house accounts exist and tell you why you may want to rethink this strategy.
Why House Accounts Exist
There are a few reasons why Senior Management considers the establishment of house accounts. This tends to be a touchy subject in the Sales Department, so let’s keep an open mind and stay objective.
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Thanks for reading!
Dave Warawa – PROSALESGUY
Author of SHUT UP! Stop Talking and Start Making Money
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