Sales Compensation--Fair Play, Fair Pay

By contrast, the farmer may shun cold calling, but enjoys visiting existing clients. The farmer prefers to nurture already-established business.

Which type of salesperson best suits your firm? Where do you place him/her in your organization? How should you compensate him/her? The amount of remuneration depends on your strategic plan and the type of business you wish to develop. However, most printers place an emphasis on new business, thus encouraging hunters over farmers.