Who Owns Your Customer Relationships: Your Salespeople or Your Company?
Harvard Business Review
DECEMBER 21, 2011
Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets. Your R&D group develops a unique new product.
14 
Let's personalize your content