Sales Compensation (Part II)--Bread and Circuses

"We try to keep compensation in line with industry standards," reveals Ron Bray, chairman of the board of French Bray, in Glen Burnie, MD. "But dangling carrots in front of salespeople when they do exceptionally well also helps." French Bray rewards reps for the attainment of monthly/yearly sales goals, as well as maintaining an existing client base.