Sales Compensation (Part II)--Bread and Circuses

By contrast, Jeffrey Spear, president and CEO of The John C. Otto Co., in East Meadowland, MA (now part of Houston-based Consolidated Graphics), questions the importance of incentive plans. "If you are a cost leader in your market, you have plenty of money to pay your sales force well," states Spear. "We pay a draw against commission and everyone gets paid plus or minus the same amount."