Sales Compensation (Part II)--Bread and Circuses

DeWese, though somewhat skeptical, approves of Fiel's decision, but not without first establishing a caveat. "If I could grow my business internally by 10 percent (and keep profitability commensurate with that percentage) by having clients communicate their job specs directly to my highly trained CSRs—skipping the salespeople, who are apt to screw up the specs in the first place—then I'm all for it. And I'm the great apostle of salespeople," he admits.