Sales Compensation--Fair Play, Fair Pay

One sales manager for a $36 million web and sheetfed label printer in the Midwest, notes that most salespeople seek a level of security, like a base salary or rewards for excellence (bonuses).

What about customized compensation plans? In the search for a kinder, gentler workforce, should we base compensation plans on individual need? After all, as Chadwick notes, a 55-year-old will have different income needs than a 30-year-old.