Sales Compensation (Part II)--Bread and Circuses

Chadwick argues that the traditional compensation system fails to generate value-added services or to ensure a smoother working, long-term customer relationship. But can a printer really argue about increased volume?

"Not only do our salespeople go after volume, but we encourage it," Spear enthuses. Spear's senior management determine if a "fit" exists by completing one or two jobs for the customer, analyzing profitability carefully, and deciding whether or not more jobs can be done efficiently. Some sales personnel, though, disagree with this approach.