Sales Compensation--Fair Play, Fair Pay

"By reviewing the plan each year, management and the participants will become more sensitive to how the plan does or does not support the company's performance over the course of that year," maintains Chadwick.

—Barbara A. Bucci

Eyeing Claudius

Aside from the usual expectations anyone has of his/her employees (like honesty, loyalty and hard work), what can you reasonably expect from the salesperson you have just hired?