You're Walking Away From Revenue That's Already In Your Building

Most sales organizations treat a closed deal as the end of the revenue cycle. The best ones treat it as the beginning of one. Account expansion — growing revenue from existing clients — is 60 percent less expensive to achieve than new client acquisition, produces higher margins, and creates the predictability that every sales leader claims to want. Yet most reps are compensated and measured in ways that make expansion feel like a distraction from the real work of closing new business.