Sales Compensation (Part II)--Bread and Circuses

As a former salesperson, one sales manager (who preferred to remain anonymous) for a $36 million Midwestern web and sheetfed label printer, has never been enrolled in an incentive plan and does not use one at his current company. "They're not needed if your compensation package is done properly," he says. "We pay 100-percent expenses. But incentives can be a good idea because some compensation programs may have ceilings and limitations."