DIGITAL digest

“Building a Sales Compensation Plan That Inspires” was a lively session. The benefits and tradeoffs in paying salaries, commissions and bonuses were well understood by all, but the opposite was true for how best to deal with the Web-to-print sales wrinkle.

Everyone seemed to still be grappling with what’s a fair and effective compensation strategy for Web-to-print services. On the front end there is the longer selling cycle, but that is balanced by not wanting to endlessly pay commissions to salespeople for doing practically nothing once a solution is in place.