Sales Compensation--Fair Play, Fair Pay

"Generally, a salesperson who sells more than $1 million worth of sheetfed business, for a $10 million sheetfed company located anywhere in the United States, is performing well. This amount would generate $650,000 to $750,000 in value added," notes DeWese.

By contrast, a good measure of satisfactory performance by a web printing salesperson is about $2 million in sales, because the run lengths are longer and the projects are bigger. Also, salespeople who sell publication printing should peddle about $6 million to $8 million in services.