Sales Compensation--Fair Play, Fair Pay

However, a CEO should determine the value of a particular type of account long before developing a sales team. Once armed with a well-mapped strategy, the printer can address other hiring issues.

"You need to hire the right people for your culture," notes Jeffrey Spear, president and CEO of The John C. Otto Co. in East Meadowland, MA (part of Houston-based Consolidated Graphics). "We interview six to nine times before letting someone join our family. It's like getting married—we make sure the individual really wants to be here."