Sales Compensation--Fair Play, Fair Pay

"Most companies with $10 million in sales or less do not use a written plan, but I recommend one," attests DeWese. "It should be short enough to write on the back of an envelope and simple enough that the salesperson could go home to his/her spouse and explain it for him/her to understand."

Who should write this document? DeWese believes that the owner/CEO, the sales manager and the salesperson should write the document together.