Sales Compensation (Part II)--Bread and Circuses

"This would be unheard of in the printing industry! But I would be willing to try it," says Harris DeWese, a principal of Radnor, PA-based Compass Capital Partners and a regular columnist in Printing Impressions.

DeWese suggests quantifying and qualifying such a plan. For instance, specific competencies must be demonstrated—through written or oral testing—within a specific time frame. If successful, the salesperson might be given a higher allowance for auto expenses or base compensation.