Like tending the ground on a farm can be seen as a cost. ...until yields go in the dumpster. Only then it is seen as part of the entire cycle needed to make m

Like tending the ground on a farm can be seen as a cost. ...until yields go in the dumpster. Only then it is seen as part of the entire cycle needed to make money. Support is a part of the cycle. It should be priced in and those people given good opps same as everyone. And, in many scenarios, support can lead to sales too. Good support people get to know their contacts. And that relationship can lead to genuine interest in more business. Experienced ones will do this naturally. It is all bonus money when they do. (Low cost of sales) Personally, I would spiff em. No quotas though. Please, whoever reads this thinking about how to drive sales... just stop. Empower people to have those chats, make introductions, etc... but don't put it on your forecast, or under sales management. I am not speaking to that. I am speaking about experienced support people who become aware they can help on that front when indicated and warranted. Not looking for chances to make a pitch. The moment you do, what was genuine becomes as contrived as these template are.