Sales Compensation--Fair Play, Fair Pay

A sales manager for a sheetfed printer in the Boston area provides a more detailed view of how to handle a salesperson who has "zoned out." He feels that if the average salesperson is expected to generate $1 million in sales, then $750,000 in actual sales is unacceptable.

What about the rep who sells the required $1 million, but fails to increase that amount for several years? "If a salesperson has been selling $1 million for three years or more, then he and I would have to plan on how to increase sales by 10 percent," he replies.