Sales Compensation (Part II)--Bread and Circuses

"Our manufacturing capability is what satisfies customer demand; it's not just driven by our sales personalities."

Furthermore, to protect established accounts, visits to customers should be conducted regularly long before a salesperson decides to leave.

Disbanding the Sales Force
About four years ago, George Fiel eliminated his sales force. In its place, he created a full-time quoting/estimating department, as well as an operations department.