Sales Compensation (Part II)--Bread and Circuses

Chadwick agrees: "It's more important to look at the profitability of accounts, value-added contributions, the value of a customer in a specific market, seasonality of when work occurs and the regular testing of performance relative to what customers experience," he states.

"If you don't know the trends or have the strategy, how can you build a remuneration plan that supports both employee and customer loyalty?" he asks. Good question. You decide.