- Primary account execs not motivated by compensation plan to ensure inclusion of secondary products (specialist sales) are included in deals. They do get commission, but there should be a factor placed on whole deal for including the secondary products to better motivate them.
- Part of selling newer technology at times of early market adoption maturity is investing in relationships with customers whose revenue is further out.
- Sales compensation of these less mature technologies should include engagements and efforts leading to "advisor status" for future funded projects.
- Frequent and involuntary territory changes with poor split compensation policy (only compensated for 30 days after change for any of your existing opportunities / efforts prior to change of territory)
- very lopsided distribution of territories/ accounts, and of Customers with Funded sales cycles (the only way to make your number) are very unevenly distributed across sales reps.
- FOR any prospective Account Executive, choose to only accept position if you have responsibility that includes some mature technologies, as well as established and recurring existing customers if you want a prayer of hitting quota.
