Reference no: EM132400723

When Office Solutions, a software producer, went into business, it needed to establish market share quickly. To accomplish this, it decided to pay the sales force on a com-mission basis. After two years, however, the company had a large base business and customers began to complain that salespeople were not spending enough time with them on post sale service and problem solving, important relationship selling activities. The salespeople said they did not make any money on problem solving and they would rather spend their time finding new customers. What's more, salespeople spent little or no time selling the new products on which Office Solutions was staking its future. The salespeople said they could sell the old products more easily and earn more money for both themselves and the company. How might the company rework its compensation plan to begin to resolve this issue?