Sales Compensation (Part II)--Bread and Circuses

"Most salespeople don't have a technology background and can do more harm than good to a customer relationship," notes George Fiel, president and CEO of Image Systems, in Menomonee Falls, WI.

"They can pass on poor information from customer to printer and printer to customer."

Therefore, tying an incentive plan to a salesperson's technical knowledge may help resolve the problem.