Digital Sales Compensation: Neither Fish Nor Fowl

A Different Way to Pay

At Sandy Alexander, of Clifton, NJ, salespeople are compensated somewhat differently for digital jobs. Cheryl Kahanec, executive vice president of eSA Solutions (Sandy's digital subsidiary), notes that commissions are agreed upon up front for what is commonly referred to as "price-listed work" that is fairly static each month, including Web-to-print generated jobs. For large variable data digital jobs, the sales commission is based on value-added to the company.