The key is to discriminate between account penetration and account development. The latter is a more predictable, less remarkable, longer-abiding achievement. Compensation here should reward such things as longevity of the relationship, customer satisfaction, and predictability of revenue stream. It should be spread out over time and not clumped into dramatic payments. Because there is high value associated with the intangibles of the ongoing customer relationship, much of it can be based on an objectives-based formula rather than pure revenue attainment.
