Retaining a customer is better adding 2 new customers. I would suggest every salesperson to measure this 1. How many accounts gives you 80% overall business for you ? 2. Measure your avarage order value ( monthly) and improve it every month. 3. Create an account plan for top 10 accounts 4. Map your accounts for products and improve cross selling. Once you follow this, you will be able to RETAIN your accounts without losing REVENUE growth

In my experience to balance retention and revenue in the face of aggressive upselling: - Set clear guidelines: Establish a framework for when and how to upsell, emphasizing customer needs - Train your team: Equip your sales team with the skills to identify opportunities that genuinely benefit customers - Prioritize customer satisfaction: Focus on building trust and delivering value - Track key metrics: Monitor customer retention rates, upsell success, and customer satisfaction to measure the impact of your approach - Encourage feedback: Regularly solicit customer feedback to understand their needs and concerns By striking this balance, you can achieve sustainable growth while nurturing customer relationships for the future

Easy, change the commission structure. Put more emphasis on new clients rather than growing existing business. Reps will chase new business over existing clients if they are so rewarded.