Sales Compensation--Fair Play, Fair Pay

"It's hard to find a compensation plan that rewards sales reps for increased business with current customers," notes Chadwick. "Companies pay bonuses for new accounts and lower commissions for increased business."

None of the printers we interviewed would discuss his compensation plan in detail; however, Ron Bray, president and CEO of French Bray, in Glen Burnie, MD, rewards salespeople who not only bring in new accounts, but who also maintain and develop existing clients.