8 Best Practices: How AVI-SPL Went From AV Integrator To Services Leader


2. Incenting Services Sales

Creating a robust services portfolio isn't enough, according to AVI-SPL, you have to incent your sales staff to sell it.

To do that, AVI-SPL last year changed its sales compensation structure to offer higher payouts to sales staff that attach services sales to their deals. Put simply, sales reps that sell services make more money than those that don't.

That effort apparently has paid off: AVI-SPL said its services attach rate jumped from 12 percent in 2012 to 30 percent in 2013. What's more, AVI-SPL's overall services booking rose from 9 percent in 2012 to 20 percent last year.