Sales Compensation--Fair Play, Fair Pay

It's a big problem in the industry, contends DeWese. "It happens particularly to people who get burned out after 40 or 50 years and say, 'I'm just not going to work harder. Been there. Done that.' "

Ideally, printers should prepare for this when first designing a compensation plan. Unfortunately, most printers have some kind of program that has been in place for years, and there is no industry census concerning the shelf life of an average print salesperson.