Sales Compensation--Fair Play, Fair Pay

Harris DeWese, a principal of Radnor, PA-based Compass Capital Advisors, indicates that loyal accounts become more profitable as time goes by, but become less sales and more customer-service intensive. "A company with salespeople who compete for every job differs from a company whose sales force has little or no competition for a job. People who do more face-to-face selling should be paid at a higher level, and generally they are."