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Chart the increase in new customers or new products.  As simple as this is, you must have new blood coming into the company.  Pay for new customers.  Award your reps regardless of the dollar size of the new account.  Once you can get a new customer on board, you have to count on the rest of your staff to live up to that customer’s expectations and help to grow and expand the account.  The key is getting new customers in the door.  Reward the guy who gets the first order and brings the customer’s purchase order to the home office.  To get a company to place an order is a big deal and you should treat it as such.  Reward the effort and worry about the gross profit performance later.  Believe that this new account will grow into a huge account in the next year, but of course, all $100M accounts have to start at the bottom.

Example of calculating percentage of new customers: 

1. 2011 number of customers = 197
2. 2012 number of customers =213
3. Percentage increase in number of customers:
   ((213/197) – 1) X 100% = 8.12%
4. Number of new customers = 213 – 197 = 16.

Keep track of new customers and watch as soon as orders begin to drop.

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