Sales Compensation (Part II)--Bread and Circuses

Chadwick recommends that a printer's management and customer service representatives meet with clients to establish an ongoing relationship. In addition, CEOs should review the customer base, how orders are placed, frequency of contact with existing clients and prospects, and customer attrition. "All elements should be reviewed," he says, "because you can't be an absentee owner and expect to enforce a non-compete agreement."