Sales Compensation--Fair Play, Fair Pay

On an individual basis, printers and their sales staff can negotiate other options. For instance, the printer may create a special customer service/sales position for a key sales "farmer."

Another sales manager for a sheetfed operation recounts the story of a key salesperson on his staff. "She had reached a plateau because she didn't need the money, didn't like cold calling and wasn't a 'closer.' But she did have a knack for making people feel comfortable."